There are times when we all get stuck.
You have a vision or goal you'd love to achieve, but just keep meeting resistance.
You need to sell your ideas, but can't get past "can't", "That's impossible", "You can't do that" or "yeah… but".
And it's not limited to "other people". Maybe you do this to yourself as well. You'd like to achieve something but you can't figure out how. You might think the goal is too large and impossible to achieve, or the financial or emotional risks too great.
Frustrating isn't it!
Here's a simple technique you can use to move a person (or yourself) from not ready and not listening to at least considering the options and looking for solutions.
It's called the "Impossibility Question".
Actually it's two questions and they go like this…
You: What's something that would be impossible to do around [whatever], but if you could do it, would dramatically increase your success?
Other person: If I could just do [whatever], but that's impossible.
You: Okay, what would make it possible?
And then you wait - silently!
So what makes this such a powerful technique?
The questions move a person from a defensive, closed position to an open thinking attitude because you've done something totally unexpected. You've INITIALLY agreed with them. It interrupts their normal pattern and gets them off balance.
And when you ask the follow up, "What would make it possible?", the brain is neurologically wired to automatically move in this new direction and open up to new possibilities. And the person will feel compelled to answer, just as an itch needs to be scratched.
Over the years we've used this question (and variations) to help our clients get massive shifts in their businesses.
Some examples include:
Putting up a 110% guarantee for their service. "No, it's impossible. We just can't do that. The risks are too great. Some of our clients will take us to the cleaners". They did it anyway, and to this date (7 years later) not one person has ever called them on it.
Or "It's impossible for us to raise our prices. We'd lose all our customers". Well, they initially doubled their prices and actually go more business. Recently we convinced them to raise their prices again - and it's had no effect on getting in new business - but a dramatic effect on their profit!
So ask yourself, what could you do, but feel is impossible right now, that would have a dramatic effect on your business or life in general?
Then find a way and go out and do it
Remember, action, not intent wins the day. If you're stuck, you need to change your behaviours and start implementing.
Our coaching and consulting programs are geared towards implementation, helping you achieve what appears to be impossible. So if you need a push or just some encouragement, someone who asks you the Impossibility Questions and helps you formulate your action plan, give me a call on (02) 9499-7958.
Rashid.
| < Prev | Next > |
|---|
