I like to golf sometimes. I suck, but I enjoy it.
I don’t think I’ve ever finished a course without losing a couple of balls.
Which means I never buy new balls. I always use old ones that I find. I can’t justify buying new ones if I know there’s a good chance I’m going to slice it off into rough, the lake, or over the fence onto the highway.
Once I was teeing off over this lake. A lake I almost always hit my ball into.
My friend suggested I imagine that the lake was really grass. Nice, big, flat grass.
When I did that, hitting it over was easy. Never again did I hit into that particular hazard.
What’s this got to do with anything? Say you’re talking to a client. If you make the sale, you’ll get a huge commission. If you don’t, you’ll go hungry.
What do you focus on? You’ve literally got millions of choices.
Most people focus on their worry. Not because they want to, because we’re programmed that way.
Unless ancient cavepeople always had danger on their mind, they would’ve gotten eaten by dinosaurs, or fell into tar pits, or walked off cliffs.
So our brains kind of have a automatic set point that tends to always look for danger.
So whenever you walk into a situation, regardless of what it is, some part of your brain is thinking of the worst case scenario, just to make sure you prepare for in case it happens.
Unfortunately, human society evolves a lot quicker than human brains.
That means when you’re selling, or seducing, or doing anything with a potential huge payoff, you’ve got to override your automatic tendency to dwell on the negative.
And force yourself to focus on the positive. Not just a selfish, caveman positive, but a post agricultural, win-win positive.
When selling, this means really taking the time to imagine your customer enjoying and benefiting from your product. Or service.
When seducing, this means to really imagine the target of your desire being incredibly happy when they are with you.
When writing a sales letter, go beyond imagining those high conversions we all crave, and focus on that incredibly feeling the customer will feel when they realize, “Damn, now THIS is what I’ve been looking for!”
When you focus on OTHER PEOPLE getting their needs met through YOUR ACTIONS, you’ll get paid more money and get better results.