Tag Archives: Assumption Gumption

“You should write a book about this…”

Where attention goes, energy flows and results show.

~ T. Harv Eker from Secrets of the Millionaire Mind

I reread this quote today and it reminded me of a post I wrote about a year ago on another blog, about focus, determination & vision. It can relate to any aspect of your life, and I’m sure that you’ll find a business application for it. I hope that you enjoy!

Tracy

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“You should write a book about this…”

I can’t tell you how many times I have heard that phrase now, each time as I slide into the perfect car spot. Generally it’s from my partner, amazed yet again that we are parking right out the front of where we need to be. Well, I’ve decided to give the idea a spin (yeah, pun intended) in a blog, and if it becomes the basis for a book – great!

I’ve never really thought that it was special, getting the perfect car spot. But if I reflect back upon it, I do have a best friend who has always made me drive, especially if we were going into the city, or anywhere where parking was “critical”. She knew that we would get the perfect car spot if I was driving. Hmmm, it was either that or laziness on her behalf – I’ll have to check… But it wasn’t until I heard the phrase, “You should write a book about this…”, for the several hundredth time that I thought that maybe there was something special about the way I manage to manifest (yeah, bit of an esoteric word – but true in this context I guess) the best parking spots each time. 

Everytime up til now I kind of dismissed his idea of writing a book because I thought it would be a pretty thin book. You drive to your destination, you see a gap, you park – finito! So on this occasion I prompted him further. “What would I write about?” I asked him, “Why would it make us millions?” His answer was simple. If you can break down the process of the perfect car spot each time, then we can apply it to other aspects of life and business. And if it’s in a book – others can too! (And that’s G‘s theory of making millions.) Well, maybe there is something to that thought process… so here goes…

How to get the best parking spots

1. Certainty

From the start of your journey, you have to know where you want to end up. My friend, the one who gets me to do the driving, doesn’t think that she can get the best spot (not even if I’m in the car with her). And so she doesn’t. So I guess that’s a key too – you gotta believe.

2. Believe

You have to believe without a doubt, that the perfect car spot is there, waiting for you.

Where there’s doubt, there’s a longer walk to your destination. (hmmm, note to self, good quote potential… better highlight that)

3. Persistence

If the first drive-by at your destination doesn’t yield a car spot – do a ‘u’-ey (gosh, I have no idea how you spell that. Do you know what I mean? A u-bolt, u-turn), u know, u turn around and drive past again. Persistence.

4. Determination

That means not listening to others who will settle for something less-than-perfect. Something that’s a block away. You need to stay true to your vision.

5. Vision

That’s probably another important ingredient. G helped me discover that one. I always have a clear picture in my head (probably even before I get in the car) of where I want to park – again, I guess I know my ultimate destination before I set out.

So a quick recap…

1. Be Certain 2. Believe 3. Be Persistent 4. Be Determined 5. Visualize

Hey – pretty simple when you put it like that. And probably quite familiar. If you’ve read a self-help book, attended a personal development course or listened to a Christopher Howard CD, then I don’t think that there is anything “new”. And whilst you can apply this 5-step process to other life circumstances, and your business success, why not start by applying it to your next car parking expedition?

It’s often good to get evidence that you can create small things before you move on to bigger and better things! I think I’m ready for bigger and better things. I’ve been unconsciously getting the perfect car spot for more than 15 years. This year, I’m going to start applying this to the rest of my life – consciously. I’ll be sure to update you in future blogs on how I’m going, car parking and otherwise!

I’d love to hear about your own car parking experiences, or other aspects of your life where these principles/theories have worked for you – so please add your comments.

Til next time,

Tracy Tormai

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The “Yes-Frame”

Have you ever heard the phrase, “Never, never, never assume”? or “Assume makes an ASS out of U and ME”? And yet we still make assumptions, instead of asking that can easily become questions that help maintain your client in a “Yes-Frame“.

A “Yes-Frame” is simply a series of questions that get your caller into the practice of saying “Yes”. A Yes frame of mind, so to speak. It is important because when the time comes for the caller to answer Yes to the most important question of the call, “Would you like to book that now?” they are well rehearsed. And the easiest way to achieve a “Yes-Frame” is by asking questions and not making assumptions.

Consider this example. It’s the before shot.

Agent: “Is that for just one night?” Caller: “No, three.”

Agent: “Just one person?” Caller: “No, with my husband.”

Agent: “And you’ll be flying in?” Caller: “No, we drive, our daughter died in a plane crash”

What sort of a head space do you think you have led your caller into? A positive one? I don’t think so… And each time the caller said “No”, what was being reinforced? “No!”

And “No” is where you have led the caller’s focus. You’ve got them in the habit of saying “No” so that when you ask the next question, that’s what they’ll want to answer, no? And when you get to the most important question of the call, asking for the sale, they will be well practised in saying “No”.

I think I’ve said “No” too many times now. That’s not where I want our focus to be. Time to get us back into a “Yes-Frame“!

Instead, we want the internal representations, the pictures, sounds, feelings that we are creating in the other person to be positive. When you make assumptions, you have less control over these internal pictures and feelings, than by simply asking questions. Simple questions to elicit transactional information can keep the conversation neutral until the caller gives you a hook. Then latch on!

Agent: “Howmany nights are you booking?” Caller: “Three.”

Agent: “And howmany adults and children are staying?” Caller: “Two adults.”

Agent: “How will you be arriving at the hotel?”  Caller: “We will be driving.”

Now we have something to work on! A conversation can actually occur now, quite naturally based on these answers. “Will you be driving far? We have a comfortable one bedroom suite that would suit a longer stay such as yours. And it has a spa so you can wash away all the driving aches so you are refreshed to start your stay. Are you travelling for leisure or on business?” As you become more adept at this, you start to see a pattern occur – pace, pace, lead – that enables you linguistically to get more sales, at better rates.

 The magic of the “Yes-Frame“, combined with pace, pace, lead is that you get the caller to start thinking about the benefits of staying with you, as opposed to the reasons why they shouldn’t.

All that being said, there is one thing, and only one thing that you should assume at all times – the sale! Stay tuned for the upcoming article – Assumption Gumption!

For now, all you have to remember and practise is asking questions that elicit a YES response.

Cheers!

Tracy