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My Path of Discovery by Graham Shipway
My journey towards actually acquiring Ari’s program was a long one, however the results that I saw once I applied the principles were instant.
The journey all began due to my initial search on things related to direct response marketing so that I could attract more clients into my business, no matter what business I was doing. So I joined various forums, newsletters, purchased many books and courses in the field of marketing.
Yet, even after I studied a lot of stuff on marketing, I just wasn’t happy with what I was reading. It keep hitting my sensitive ‘Sales Person Nerves’. It seemed to have that consist air of trying to make me someone I wasn’t as well as continually focusing on closing, closing, closing the sale. Build trust so that you can close them at the end.
That for me just wasn’t right. So my search continued for something that was more suitable, had more integrity and made more sense. I needed something different. Then my internet search under the search word of –“Selling on The Phone” took me to Ari’s website.
I love to analyze things and over analyze things and make sure I know what I am getting into. I recognized Ari’s face from a presentation he had done, however, I wanted to know for sure what he was really about. So I decided to give him a call.
I was totally shocked. Ari actually answered the phone. He himself answered the phone number off his website. (I know he can't do that much any more due to the sheer size of his business, but it will never be forgotten). Not only did he answer the phone, we also had a fabulous conversation in which he never once pressured me, he listened to my situation, we discussed how I could apply the Unlock The Game program to my situation and he was simply there to provide me with information.
I truly felt that he practiced what he preached and was able to generate that trust with me. I chatted with him one more time late one night and then that was the deciding moment. I thought if he is “prepared to chat with me at this late hour then I am prepared to at least check out his program.”
What Made UTG Different
After getting into the program I started to see why it was so powerful. It had a lot to do with how it perceived the sales process and the notion of TRUST. A lot of the material I had been looking at on how to build trust so that you could CLOSE the prospect at the end of the process. Yet what made UTG different was that it was all about building trust, building trust and then building trust to the point of having a long term relationship with that person, not to close them.
To me, that was the big difference I was looking for and what I needed to be able to do, particularly in my line of business.
The Mindset’s Impact on my Business
For me it is hard to separate where I stop and where my business finishes. I love what I do and I truly desire to help more people. I am already so grateful to Unlock The Game and the program for all that it has done for my mindset. I haven’t been with the program that long, however, it has helped me relax a lot more and not worry about getting sales anymore. Although it wasn’t an instant change and was more of a gradual shift in my thinking and as I shifted into a new way of being, I felt comfortable that I now had the tools and methods of how to relate to people with more genuine integrity and a peace of mind that the sales would just naturally come from my new found ability to generate trust.
I think of my clients more as people with who I want to have a relationship with whether it is on on a personal or business level. Before, I was much more focused on solely the financial relationship I could develop with people and that is where I was going wrong. Thus, I was feeling guilty about the relationship and in effect also not making more sales. Now, my thinking has completely changed.
It is no longer about the financial relationship with people. It simply comes down to my belief as to whether or not I have done the best I could to solve the clients problems. If they want to continue the relationship further by buying more things from me then so be it. As Ari said in the program, taking pride in the problems that you solve for people is so important and was so powerful for me to cement the new mindset in my thinking. Your self-worth shouldn’t be based on how many zeros there are in your bank account, but how many problems you can solve for people.
With the UTG languaging I now have the power to sift through and pick and choose which clients I want to deal with and communicate better what exactly I can do for them.
Building Trust - Can I Help You With That?
We all know the old sayings and expected reply lines to – Can I help you? -No Thanks, just looking!
For me being able to bring UTG languaging and a feeling of trust back into retail was paramount. So from the moment a client walks in I try to do everything I can to build trust. Many of the phrases that I use to do that have all come from Ari’s program and it is such a comforting feeling that no matter what happens I have the tools to build trust with people.
Before I might have attempted to do it, but lacked the languaging to demonstrate that I really cared. It gives me much greater confidence knowing that I am achieving that level of trust with people that I am aiming for.
I always keep in mind that people never want to be sold to and I try to keep my languaging a reflection of that. If I approach a client I might simply say either one of two things-
-“Have you been to us before?” Or
- “Hi there. Sorry to interrupt. Is everything making sense so far?”
These simply phrases allow me to see where people might be at in their purpose for coming in and also allow me to position myself as a resource but NOT as someone that is going to follow them around the shop pressuring them.
Connecting at the Heart Level with Patients
When you are an eye doctor it is so important the patient feels that you really care about them and their well-being. Not pushing something in their faces was so important and the ability to show that I care gave me what I think is a gift- an ability to connect at the heart level. That is what I love about all those recordings of Ari’s. I know within myself that even if people don’t buy from me, if they see that I genuinely care and can express that, they will eventually refer people to me that might be a fit for what I have to offer. I make sure that I am always the first to tell people if what I do have is not right for them. Contact lens are a huge source of residual income for all eye doctors, however I will never suggest it to someone who wouldn’t be a good fit for them and by doing this I believe I am acting out of integrity, honesty and true care for the patient. This goes for all the products or things that I might have on offer.
Conversely if I do think something might be of benefit for them I am able to adeptly say things like-
-“Would you be open to a looking at trying contact lenses?”
-“Would you be open to trying a different way of correcting your vision?”
Naturally due to my level of trust and my mindset that I have in these situations I am generally always welcomed with a-
-“Yeah, I would be open to that.”
It is never just the languaging that gets the results, it is always how I mentally approach it and I believe that that does come across.
Applying The Mindset to Conflict Resolution
The UTG languaging is powerful in all areas of life. I have never liked conflict, however I have a new found confidence around handling both disgruntled clients and even problems within my personal life.
The UTG languaging allows me to defuse all types of pressure and truly open people up to maybe see things a different way. Nobody is perfect but when we approach a complaint or conflict with a humble, apologetic and open mindset no matter how upset the other person can seem, generally all situations can be resolved to some degree. It is your willingness to create that trust and reopen the dialogue that takes the relationship back to a healthy place.
Even on a personal level when conflict has arisen in the family that I haven’t felt comfortable about, I have used phrases such as-
“Hi, it’s me here. Would you be open to discussing what happened last weekend? I’m not here to tell you off, I just want to talk through things slowly.”
And even,
"I’m not pretending that we can resolve anything, but let’s just have a bit of an informal chat and see where it takes us.”
These kinds of expressions have done wonders to reopen people to establishing dialogue again. Even if I am in the wrong, if I am prepared to swallow my pride, use the right terms and the right tone of voice it really does soften people.
Words of Encouragement and Support for Members
For those who are just beginning or even those getting close to mastering the Mindset, there are some common themes that I have found that have come out of my own personal journey.
The first thing is that mastering the Mindset concepts is something that is a work in progress for all and doesn’t happen overnight. You must have patience with it and allow it to become part of who you are. Once you see success, and you will, it will give you the motivation to explore it deeper and become better crafted at it.
Secondly you must be willing to immerse yourself in the Mindset and also adopt it. It isn’t a form of manipulation but a way of being with people. You need to be comfortable with that. It needs to be part of your subconscious mind, so that you are not only saying it but believing what you are saying.
Finally, practice it. Practice it with your family and stick with the program. Don’t give it up because you think you have ‘got it’, the journey into the mindset is never ending so stick with it and make the effort to always go deeper.
The ability to connect with people is what makes all the difference.
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