Secret to Getting Everything You Want in Life

Photo by Dion Tavenier on Unsplash

The Little Known Secret to Getting Everything You Want in Life

Think you know It? Everything Is ____________

You’ve probably heard that men are from Mars and women are from Venus. That can make communication pretty tough sometimes.

But figuring out what your customers really want can be just as challenging, no matter what planet they’re from!

Here’s the problem: You may think what you are selling is the best thing since sliced bread. But if it doesn’t line up with your customer’s needs, you’re wasting your breath.

When you don’t know what someone really wants, you’ll be busy, but not successful. You feel active but frustrated that you don’t see results.

Every day becomes a chore as you pick up the phone or email, or set an appointment with one more person that you’re pretty sure will get you nowhere.

That frustration can be deadly.

  • It sucks the life out of you.
  • It drains your energy.
  • Worst of all, it kills your hope.

And when hope is gone, you’re career, your business, or even your life is in a whole lot of trouble.

So what can you do to make sure you know the customer’s needs so you can meet those needs?

How to Discover What Someone Really Needs

My sales mentor, Zig Ziglar, taught this 4 step process get to uncover what someone really wants — and deliver what they really need.

  1. Need Analysis
  2. Need Awareness
  3. Need Solution
  4. Need Satisfaction

Here’s how to put it to work for you.

Step 1 — Need Analysis: X-ray Your “Customers”

People don’t know what they want until you show it to them. — Steve Jobs

Need analysis is like an x-ray to discover what’s really going on beneath the surface.

Even if a customer is asking for your product or service, they may not be clear on what they need. That confusion can take them off-course pretty quickly.

You have to learn to acknowledge the needs the customer already recognizes and uncover other needs they’ve missed.

In fact, I’ll go so far as to say that it is your duty to discover those needs and get them out in the open. As you’re searching for needs, wants and desires will also surface.

People will often take action on their “wants” as well as their “needs.”

But be careful not to invent or create the needs and wants — that’s manipulation, not selling.

To sell is to serve.

When you uncover what someone really needs, you can truly serve them by meeting that need.

A sales pro, armed with integrity and an idea, product, or service that he or she believes in is a powerful force. The best pros do their homework and discover background information about people. But regardless of how much homework you might do, eventually you have to analyze your customer’s needs.

Develop an attitude of curiosity and sincere interest in the answers to your questions.

Step 2 — Need Awareness: Uncover What Lies Beneath

The smart ones ask when they don’t know. And, sometimes, when they do. — Malcolm Forbes

Need awareness has two distinct parts. First, listen carefully to what people say. Listen to identify specific needs then reply in a way that plays those needs back to the customer.

Second, help your customer recognize the need for what it is, so they can see how you can provide a solution. If your customers don’t see the need, you can’t meet the need.

Being well-versed in these 5 areas of knowledge will position you to make the connection between the need and what you sell:

  1. Product Knowledge.
  2. Industry Knowledge.
  3. Pricing Knowledge.
  4. Application Knowledge.
  5. Competition Knowledge.

Step 3 — Need Solution: Show the Benefits

Step 3 is where you present your idea, product, or service.

Notice that you don’t start here. You invest the first two steps discovering and tuning in to their needs and wants. You’ve established your authority with the 5 areas of knowledge.

It’s the time to stop asking questions and start presenting solutions to needs.

But a word of warning! Don’t disconnect with your prospect by leading with your product at this point. This may sound counterintuitive, but none of us buy products. People don’t buy a product, they buy what that product does for them.

We buy the products of the product, which are called “benefits” or “need solutions.”

Step 4 — Need Satisfaction: Meet Your Customer at the Need

This is the most important step when it comes to helping others.

  • If you have a sincere desire to help other people…
  • If you truly believe in your product or service…
  • If you honestly want the person to benefit…
  • If you really expect to benefit financially from your hard work and effort…

Then you’re now in a unique position to satisfy your customer’s need.

So…

Ask For The Order!

Too many people go 90% of the way and stop. They miss the close. They forfeit the sale.

You’ve identified your customer’s needs and you have a powerful solution that has value. Now is the time to boldly and confidently close the sale! You’ve earned the right, so do it now and you’ll reap the benefit of helping them meet their needs.

How to Overcome the Fear of Failure

What’s the worst thing that can happen?

Fear doesn’t discriminate.

Regardless if you made it to the top, you just joined a successful team or are considering launching your new venture — everyone is afraid of failing.

Fear is hardwired into us. It won’t go away — it’s a needed defense mechanism for survival. However, you can learn to distinguish real from imagined attacks.

Fear of failure is the anxiety you experience when you imagine all the horrible things that could happen. You put your creative juices to work against you instead of on your behalf — by imagining infinite threats your mind gets you paralyzed.

When was the last time you failed?

When I ask this question on a workshop, most participants avoid answering. Acknowledging our own failure is like having a rare disease. No one wants to be on the spot. Ironically, the fear of failure can cause more pain than failure itself.

Many people are so scared of failing that they get stuck. The fear of failure is the most significant obstacle that stands between you and your achievements.

Your success depends on your ability to conquer, not your fears, but your idea of failure.

Anxiety drives confusion. One question helps me regain clarity and overcome the fear of failing.

Dance with fear, not with anxiety

“It is foolish to fear what you cannot avoid.” — Publius Syrus

Fear is an emotional response to a threat in the present — for instance, if you are caught in a fire or being bullied by a colleague. It’s a natural response to an attack that can be either perceived or real.

Anxiety is emotional anticipation — it’s the thought of something going wrong in the future, not now. Health professionals use the term ‘anxiety’ to describe a persistent fear or a chronic sense of worry, the sources of which seem unclear.

We can see what we are afraid of; anxiety clouds our vision.

When all your negative fantasies are being projected in front of you, it’s hard to see things clearly. Either you tame your thoughts, or they will eat you alive, as I wrote here.

Anxiety will get you stuck; fear will keep you in motion.

As Seth Godin says: “Dance with fear. As you dance, you realize that fear is, in fact, a compass — it’s giving you a hint that you are onto something. Even though there is that possibility of failure, the fear-as-compass pushes you to persistently, consistently, and generously bring your creative work forward.”

If you want a different outcome, start by changing your mentality.

When your expectations are too high, your fears become bigger and bigger. Worrying about the future is pointless too — most things are out of your control. Focus on what you can manage, not on the infinite possibilities that might occur (or not).

What the worst thing that can happen?

We don’t fear to do stuff; we fear the outcome because we can’t control it. Failing makes us vulnerable — we feel exposed to other people’s judgment. However, that speculation prevents you from living life to its fullest.

I use a simple mantra to defuse the fear of failure.

What’s the worst thing that can happen?

That simple question has helped me deal with anxiety and uncertainty throughout my life. It allows me to recover clarity too, especially in the darkest hours.

Regardless if I was planning to move to a new country or thinking to start my own firm, this mantra allowed me to distinguish real from imaginary threats. And to focus on the now rather than getting stuck anticipating the future.

That’s the most powerful thing about asking yourself what’s the worst thing that can happen. Most of the times, you’ll realize that most scenarios are not as bad as you feel.

Every time I ask that question, it reminds me of similar situations I faced in the past. Though the challenges and what’s at stake are different, there’s always a common theme: I don’t know how things will turn until they happen.

So, what’s the point of worrying?

You are probably thinking this sound too simplistic. That’s okay. I will give you some practical steps to put this into practice in a second. However, before you write a simple method off, consider the following. Overcomplication drives worries and anxiety — we start overthinking potential outcomes and then get paralyzed.

Simplicity is the antidote to overcomplicating.

Bertrand Russell, in The Conquest of Happiness, recommends dealing with worry through the cultivation of right attitudes.

“A process can be adopted with regard to anxieties. When some misfortune threatens, consider seriously and deliberately what is the very worst that could possibly happen. Having looked at this possible misfortune in the face, give yourself sound reasons for thinking that after all, it would be no such very terrible disaster. Such reasons always exist, since at the worst nothing that happens to oneself has any cosmic importance.” — the British philosopher wrote.

We need to rewire our brain to avoid overthinking from making us more anxious. Realizing that the world doesn’t revolve around us, as Russel suggested, removes the need to be in control. It invites you to take a more relaxed approach to life.

Fear is just one of the many emotions you have. Use your other feelings to offset being taken hostage by what you are afraid of.

Five ways to overcome the fear of failure

“First ask yourself: What is the worst that can happen? Then prepare to accept it. Then proceed to improve on the worst.” — Dale Carnegie

1. Distinguish real versus imagined fears

Asking what’s the worst thing that can happen is not a magic cure. It’s a first step towards finding clarity. You need to stop worrying and focus on the root cause.

Write down all the potential scenarios. Avoid exaggerating — the goals is to focus on probable situations, not to test your creativity. Categorize the answers in real and imagined fears. Discard the latter. This exercise requires practice until you build confidence.

Master your fears, or you’ll become their servant.

Bertrand Russell said: “Worry is a form of fear, and all forms of fear produce fatigue. The proper course with every kind of fear is to think about it rationally and calmly, but with great concentration, until it has been completely familiar.”

2. Don’t idealize life

If we expect life to be perfect, we will always be afraid of leaving our cocoon.

A study published in the Journal of Experimental Social Psychology demonstrated that when we have a too optimistic vision of our future, we become less energized and accomplish less also. That’s because we are not prepared to face struggles.

Life is not perfect; it’s not bad either — happiness requires embracing balance.

The same research has shown that successful people visualize a positive outcome, but also acknowledge future obstacles — the real ones, not the imagined ones.

3. Experience is about learning, not just achieving

If it’s hard to define what success looks like, what’s the point of defining failure then? Life is not perfect — there’s no point in trying to anticipate the future correctly.

When you focus on the outcome — what you want to achieve — you get distracted from playing your best game.

Winning is an outcome, focus on playing at your best.

There’s no such a thing as a perfect decision. A right decision made at the wrong time won’t do you any good either. Minimize risk by making decisions in small doses now. You can always course correct.

4. Standing still is more dangerous

Fear is not the enemy; paralysis is. The world will continue its natural course even if you don’t do anything. That’s the most hazardous part of standing still — everyone around you will move on as you keep rehashing things over and over.

Fear is a signal for you to wake up. What is the universe trying to tell you?

The world keeps changing even if you stay put. Failing to adapt can be more dangerous than experimenting with something new.

5. Defeat is temporary

Nothing lasts forever. As F. Scott Fitzgerald said:“Never confuse a single defeat with a final defeat.”

Mistakes are learning opportunities. Life requires a trial and error approach. We don’t come to this world with instructions manuals; we create our own as we live.

You battle the fear of failure every day.

Anticipation is the need to have the answers before you know what the questions are. Don’t let anxiety get in your way. Babies learn to walk because they don’t know there’s a thing called failure — they follow their instinct to get back on their feet again and keep trying.


The best way to overcome fear is by not being conquered by it.

Fear is a signal that something might happen. There’s no need to overreact. The future is uncertain because it’s meant to be designed on the go, not lived in advance.

Fear is not the enemy; paralysis is.

What’s the worst thing that can happen?

Harsh Truths You Don’t Want To Hear But Must

19 Harsh Truths You Don’t Want To Hear But Must (You’ll Be 10 Times Better For It)

Image Credit: Young Pope

As a blogger, I cop a lot of heat for delivering the truth rather than sugar-coating it with Instagram selfies, perfect image filters and nice words. I’ve written about ditching your loser friends, giving up porn, being spat at by haters online and everything under the sun.

I’m not here to impress you; I’m here to give you the truth so you can grow. It’s not about me or some BS personal brand; it’s about how all of us can smash our goals using the truth and leave a legacy behind that will stop us from having regrets.

 

 

 

Here are the 19 harsh truths you must hear:


1. We all have the same problems.

My problems are the same as your problems. You might be dealing with some BS, but you’re not alone. That divorce, person that passed away, rejection letter you got or redundancy you were forced to take is happening to many other people, at exactly the same time.

Knowing your problems are all the same is how you stop yourself from getting stuck and feeling sorry for yourself. All your problems are simply a process that you have to deal with.

This process is part of the human experience and it’s what you were forced to sign up for when your parents decided to have sex and create you in the first place.


2. You don’t need experience — ever.

So many people in the workforce resist applying for their dream career because it says in the advertisement “5 years of X skill required with a proven track record.”

This line is part of every template for every job ad ever written.

This line is in the ad to stop time wasters and people that don’t have the killer instinct to see past the obstacle that’s been laid in front of them. If you give up on your career dream just because of one line, in one job ad, you’re probably not cut out to work for most companies.

Experience often leads to a fixed mindset that makes you think you know everything when you don’t.

Sometimes the best experience is no experience and a brilliant mindset.


3. We’re all going to have someone die on us — expect it.

I’ve lost many relatives in the last few years including my grandma who died at 104 because she stopped eating and decided she lived enough. On the day the doctors told me she didn’t have long to live, I was out of town.

I hurried back and went to see her. The doctors said to hurry up as she was close to death. I got there just in time to see her eyes still open. I held her hand and told her that I loved her very much. She squeezed my hand, closed her eyes and passed away shortly after. It’s like she was waiting for me the whole time.

All of us are going to lose someone, so enjoy the time you have with your family and friends. Don’t take a moment of it for granted and never leave people you care about on bad terms.

The last thing you want is someone to die on you having the relationship tarnished because of something stupid like a disagreement over money or a difference in beliefs.

“Death is guaranteed for all of us. It’s the only certainty we have and it’s the only motivation you should ever need”


4. Complaining is a F*cking waste of time.

It achieves nothing and is for cry babies who don’t want to face the harsh truth: we’re in control of everything that happens to us. Meaning: we’re in control of how we interpret all events.

Complaining is a disease that carries an antidote called “Freaking stop it, now, please.”

No one likes a complainer and it’s only making you get stuck in your head instead of charging forward towards your goals and doing something cool.


5. No one gives a hoot about your personal brand.

All these personal brand courses and “building a brand on LinkedIn” are ridiculous.

No one cares about your ego, how good you think you are or your company. All we care about is what’s in it for us. If you deliver something of value, then we will all like your stuff. There’s nothing else to it.

Your brand is just a perception based on the results you’ve proven in the past. Your brand is only as good as what you can teach us, give us or inspire us to do.

6. Other people’s opinions don’t matter.

Being bogged down by what other people think of you is crazy! Half the time, the people who are sharing these opinions are complete failures and are projecting their wants, needs, failures and desires onto you. They are hoping they can live vicariously through your life because their life sucks.

The only opinion that matters is yours. If you believe you can do the impossible, then you will.


7. You don’t need education or permission — they’re both optional.

A colleague asked me the other day if she should do a course in social media to get a job in the field. I told her “Screw that and build a presence online which will demonstrate your ability.”

I also told her “There’s a bunch of podcasts that you can listen to for free that don’t ever require you to do anything other than listening. Then all it comes down is picking the people who’ve already crushed it and following their strategies — seeing as they’re proven.”

You don’t need education to achieve your goals. You also don’t need anybody’s permission. If no one will hire you to build their website, then start your own company and generate business for yourself.

“Whatever you do, don’t waste time seeking approval. This habit comes out of overthinking, laziness or lack of execution”


8. You never want to have regrets.

There have been several studies conducted of what people dying think before they pass away. Uniformly, the vast majority have regrets about things they didn’t get to do.

When you realize that there are no barriers and you should just try everything that your heart desires (well maybe not drugs), you live a life of no regrets.

You experience life for the miracle that it is. If you like to travel then go do it. If you want a career in a certain field, then go do it. The strategies, resources, people, etc. will find their way into your life when you commit to taking action and not having regrets.


9. The human experience is full of suffering. Time to master it.

In some ways, you could describe our lives as torture. From day one, we’re going to suffer — guaranteed. On the other hand, suffering is only torture when you allow yourself to suffer.

When you see suffering as a necessity and you learn to use it to your advantage, that same suffering becomes fuel for your goals and dreams. All of a sudden, when suffering enters your life, you know what to do with it.

Suffering is part of the struggle which will help you do wonderful things in this world.


10. Quit wasting your time and throwing it down the toilet.

Pissing your time up against the wall doing useless activities rather than pursuing your passion(s) is the dumbest thing you can do. All of the things you want to achieve and haven’t yet can be done in the time you waste.

You think you don’t have time to write, make music, train for a sport but you do. You have just as much time as I do so why not use it to do the activities that will make you feel a sense of accomplishment?


11. Create value ahead of everything else.

That’s why I have no payment walls, masterminds or courses. When you create massive value for free, everything you need comes at you at 100 miles an hour.

The question is whether you’ll help other people get what they need so you can get what you need.

You’ll never have to worry about money again when you focus on creating the most value you can and growing through personal development.


12. Gratitude is a bloody superpower!

Ever since I started keeping a gratitude journal, I’ve learned to see so much good in the world. Even on days when I hit a major crisis, on the outskirts of that crisis is still so much good.

Gratitude is how you turn the balance of thoughts in your mind from negative to positive. This will never happen by default, so you have to make it a habit to deliberately be grateful every single day.


13. Hate to break it to you; money won’t make you happy.

I know what it’s like to have more money than you can spend. It means nothing. Sorry.

Deep down you know money won’t make you happy, yet you chase it because everyone else on the hamster wheel is doing the same.

The harsh truth is that meaning and purpose (which sound corny) are far more powerful than money will ever be.

We’re all chasing feelings, not money. You don’t want the money you want the feeling you get when you have it and buy stuff with it. Meaning and purpose give you even better feelings and they are free.

The most depressed I’ve ever been in my life is when I was rich in financial terms and poor in my own mind.

Everything changed when I found a purpose bigger than myself.

The exact same opportunity is available to you. Will you take it? Will you accept this harsh truth?


14. Be you and stop being an actor.

The right people will be attracted into your life when you quit being a Hollywood actor and pretending you don’t have problems and that life is like spending every day in Willy Wonka’s Chocolate Factory licking lollipops and having Oompa Loompas serve you everything you could ever want.

The word “actor” is what I use to describe someone who’s not being vulnerable, authentic and real with everybody.

Telling people you’re not okay is fine. Asking for help is the greatest gift you can have in times of pain and suffering.

If you’re hiding the real you because you’re ashamed of who you are then know this: you can always become the person you’ve dreamt of being. It takes discipline, courage and a sense of fight to grow, adapt and admit when you’re wrong.

Accept where you are and move mountains to get where you know you can be in the future. We’re all capable of so much more than our current circumstances.


15. The only currency is time (Apologies crypto traders)

Quit trading time for money, distractions, toxic friends, bad habits and anything else you know is not serving what you stand for. Time is the one thing you can’t get more of. Time lets you work on those passions that send shivers down your spine.

Guard your time like you guard your life. Protect your time and spend it on things that will cause you to help others, live without regrets and be passionate.


16. Some people dream and others just execute. Do the later.

We’ve all got hopes and dreams but how many people do you know who actually do what they dream of. The answer is very few. That’s because dreaming is like an orgasm: it feels amazing.

“Dreaming has become a form of masturbation and it doesn’t lead to anything meaningful. Execution separates those people you deem to be successful from those people you deem to be mediocre, or worse yet, failures”

Execution is about not having all the answers and putting in the work. It’s spending five hours writing a blog post or doing a hundred laps of the running track to get your fitness level up.

We all want to become the best in our field but that will only happen if you experiment like crazy, learn, grow and continue executing.

You’ll gain the skills you need by executing and learning what doesn’t work. Please quit dreaming and start believing through executing.


17. Trying to meet society’s idea of success is a loser’s game.

What you see on the Internet as success is a lie. Success is whatever you make it and it varies to some degree for each and every person.

Most of what society thinks is success is built on outdated ideas.

For us millennials, our idea of success stems from our parents who value home ownership, cars, university and stuff that doesn’t align with who we are.

We have this inner conflict because we want to chase our own version of success, but then we lose society’s acceptance because we don’t fit the criteria of the majority.

Screw the majority. Following the herd is not how you become extraordinary: being you is.


18. Perfection doesn’t exist and never will.

Perfection is the belief that there’s some Havana where nothing goes wrong. Perfection ignores failure, mistakes, a growth mindset and an unrealistic view of reality.

“We’re all incredibly imperfect and that’s what makes us human and truly beautiful beyond what the eye can see. Perfection is a joke and that’s the harsh truth”


19. We’re all going to die. The End.

The clock is ticking amigo. Stop reading this article and use the time you have left to create a legacy that’s bigger than you could ever dream of. Inspire the world through your gifts, take care of your family and come to terms with the fact you’ll have to say goodbye one day.

Death is guaranteed for all of us. It’s the only certainty we have and it’s the only motivation you will ever need.

Originally posted on Addicted2Success.com


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