Category Archives: Blog

The Language of the First Debate

What is really behind the candidates’ statements in the first US Presidential debate of 2016? While analyses have been made about who won, who fell into the other’s trap etc., I was curious clinton-trump-1st-debateabout who was using which Motivation Triggers™ and how effective they were. Were they able to use words that change minds, and if so who’s?

Motivation Triggers™ describe what motivates people, how they think, how they make decisions and how they act. They show up, hidden inside the words people use, and in their behaviour.

Here are the Motivation Triggers™ that our patented software, Libretta®, scientifically measures:

Toward Motivation Trigger™

People who have a Toward Motivation Trigger™ need a goal to be motivated. They want to achieve something and focus on where they are heading.

Away From Motivation Trigger™

When people have an Away From Motivation Trigger™, they easily notice what is wrong or should be prevented and avoided. They are motivated to get away from the things that bother them.

Internal Motivation Trigger™

People who have an Internal Motivation Trigger™ decide for themselves, based on what is important to them. They tend to reject ideas when told what to do.

External Motivation Trigger™

People who have an External Motivation Trigger™ are motivated when they are appreciated, recognized and get feedback. When making decisions they are influenced by outside people or information.

Options Motivation Trigger™

People who have an Options Motivation Trigger™ love having lots of choices and alternatives. They start things and often then start another something else, instead of completing the first activity.

Procedures Motivation Trigger™

People who have a Procedures Motivation Trigger™ prefer to follow a step by step process and often believe there is a “right” way to do things. Without a procedure they may get stuck. When they start something, they are driven to finish it.

Using the transcript from the first presidential debate in 2016 I ran each candidate’s statements, topic by topic through the Libretta® analysis.

Donald Trump used mainly Away From language when he spoke about the following topics:
the economy, trade deals, government regulations and cutting taxes. He recognizes what the issues are without focusing on solutions or goals to be met.

When talking about jobs he uses Toward language mentioning that he wants to “create tremendous jobs”, but this is a relatively rare use of Toward language compared to the number of times he used Away From and Internal language.

This indicates that he is much more concerned with problems, things he does not like and the strategies that he does not approve of. The language he uses resonates with people who are angry and upset about unemployment, and economic disparity. They respond well to someone who matches their level of anger and frustration, which Donald Trump clearly does.

Hillary Clinton, in her opening statement used more Toward and Internal language, talking about what she wanted to achieve and the goals she thought were important.

When criticizing Donald Trump, she used Away From and internal language fairly consistently and, particularly when she attacked his attitudes actions and behaviors. Her main Motivation Trigger™ was Internal – speaking from her point of view about what she thought was important for the country, but not in problem terms (Away From) nor about moving toward goals (Toward).

She finished the evening with Toward and Internal language in her closing statement, again speaking to what would be important for her to achieve during her presidency.

When Hillary Clinton used Away From language it was mostly directed at Donald Trump, and only rarely directed at issues that need to be solved. For her to attract people who respond well to Away From language, she would need to express more of the outrage at the issues that are faced by Americans who have not yet decided to vote for her and talk about how people are suffering.

This is the strategy that Barack Obama used in his “yes we can” speech. With the exception of that tagline the vast majority of his speech was identified to be in away from language.

To attract some of the Donald Trump supporters or the undecided voters, Ms. Clinton might consider switching the direction of her language (she can still say the same messages) from Toward to Away From for these particular audiences. Being selective about the language patterns per audience what would help her attract some of those undecided and some of the weaker Donald Trump supporters.

Let’s see what happens!
Please let me know what you think.
For more information on my Libretta® software: go to www.weongozi.com

 

 

 

How to Sell to Internals

How to Sell to Internals

My coaching client Brenda, the owner of a web design
and google ads management company, had done an analysis of the current web strategy for one of her prospects.Skeptical
She had unearthed valuable information but had
no way to present it
.
And her prospect, also a business owner could be difficult to deal with. Continue reading

How to Avoid Giving Up!

4 Antidotes to letting yourself and others down!Ashamed1

Have you ever noticed that some people keep on succeeding,
while others have great ideas but nothing happens with them in the end?
Do you know people who SAY they will do something and then put it off repeatedly?

Do YOU do this?
But do you know what that seemingly small decision reveals about you?
Firstly, it tells others that you are not trustworthy and cannot be counted on.
Continue reading

Ways to use NLP and the LAB Profile® to get results

I just came across an interview I did with Dianne Lowther, an excellent UK-based
NLP and business trainer, and a friend.

I re-listened to it and realized that we were talking about very practical ways to use NLP (Neuro-linguistic Programming) and the LAB Profile® to:

– create a depth of rapport and credibility with anyone
– help your coaching clients’ solve their issues without having to argue with them
– what you have to do to actually apply it
– how to increase response rates for marketing and sales
– how to get agreements sooner in negotiating and bargaining,
– how to influence people through others, when you can’t talk directly to the decision-makers,
and much more.

Have a listen yourself and see what you think!
I hope you get lots of great ideas from this!

If you open this recording on your smartphone, you can listen to it in your car, walking, running, on the train, or anywhere!

Hint Alert: There are lots of ideas in this recording. Remember the key to applying good ideas is identifying step-by-step how to use an idea. First identify your outcome, then the steps to get there. And commit to following your plan! (Is that the hardest part? lol)

Cheers,
Shelle
ps. If you want to know more about how you can get more business, better results in coaching, solving clients’ communication problems, etc.,
check out my LAB Profile® Consultant/Trainer Program
August 1 to 12, 2016, Paris, France

Ways of Thinking: When Business Meets Politics by L. Michael Hall

I’m so delighted to share with you this excellentarticle by my friend and colleague Michael Hall. Reprinted with permission.

WAYS OF THINKING: When Business Meets Politics by L. Michael Hall

 How a person thinks determines how that person talks and acts.  We all know that and, strange as it seems, we all also tend to forget it.  Continue reading

Come procrastinate with me!

Here it is, nearly the end of January already!! This is a year of big changes for me.
You may not have known, but I had treatments for breast cancer in 2014-15 and am finally getting my vitality and energy back!

And I am putting my health as number 1 priority. Along with fun and doing worthwhile work. And after nearly 10 years as a couple, Micha & I have finally decided to live together. Between Berlin and Burlington and other parts of the world!

So it’s taking a while to figure out my exact goals for 2016. And if you are not yet completely sure what you want for this year, I thought I would invite you to procrastinate with me!

Yes procrastinate! Let’s take a little time out and have a look inside.

You see, most people do not set goals – and for a very good reason!
Most goal-setting processes do not work.
Years ago when I started teaching the NLP Outcome Strategy in companies,
people would come up to me, months or years later and whisper in my ear:
“I tried that goal process. It didn’t work. I don’t know why.”

As a present for you, here is a recording called Wishing, Wanting & Achieving,
my audio program to help you figure out what is motivating you!
And help you increase your effectiveness,
by modelling what works and doesn’t work for you!

“Thank you for this….I found it so useful and simple to understand & to use.  Using real life examples really made the process really come alive for me.”
~ Joanne Coulson, UK

If you like this recording, you can get my mini e-book,
Wishing Wanting & Achieving
, only $9.99

I can’t thank you enough for this program! I have a lot of pieces in place in my head after I have listened to it and I’m going to listen it over and over again as it has always puzzled me why people don’t achieve goals even if they “really” (as they themselves say it, me included) want to do those things. I only wish that this I’ve got my hands on this material earlier; though we have to be ready for the information too. Thanks very much again!”
~ Elena Kjærsdam, Denmark

p.s. The early bird registration date for the LAB Profile® Consultant/Trainer Certification
has been extended to Feb 28, 2016, so that you can get the best price!

Top Ten Mistakes Women Make with Their Partners

And how you can avoid them in your relationship!

Here they are:

  1. Believing their partner thinks like they do even when they know that’s not true.
  2. Thinking their partner can pick up hints — they can’t.
  3. Being convinced that their partner knows what they want.
  4. Allowing discomfort or some other reason to stop them from talking to their partner about what is is important to them.
  5. Swallowing disappointment, frustration and annoyance till the negative emotion bursts out into resentful yelling.
  6. Telling their partner what to do and expecting that they will do it.
  7. Nagging their partner repeatedly when the partner hasn’t done the “honey-do” list.
  8. Feeling frustrated and powerless because their partner won’t do what they told them to do.
  9. Not considering alternative ways to communicate when the above strategies don’t work.
  10. Resigning themselves to having a mediocre or poor relationship.

How many of these have you caught yourself doing?
This doesn’t have to continue! I have created an iPhone app just for you!
Check out this short video to see how the app works.

It is one of 3 helpful videos in my HusbandMotivator™ IPhone app.
If you want to know exactly how to talk to your partner (whether your partner is a man or a woman);
what to say & do and more importantly what not to say or do,
please check it out in the app store: Look for HusbandMotivator(tm)
This loaded app lets you:

Pick a specific kind of situation, (and you can use it over and over for different situations!)
Helps you identify your partner’s key Motivation Triggers in that situation
Teaches you the 4 Step Motivating Method
Gives you a summary script to get your message across, and
You can email yourself the script so it’s handy when you need it!

And if you are thinking: “What about a WifeMotivator app?”,
don’t worry, you can use HusbandMotivator(tm) with anyone,
including the most difficult people in your life.

Check it out for yourself in the app store and
see how you can improve your communication about:
Activities
Chores/Tasks
Family
Health
Money/Finance
Relationship/Intimacy
Work/Career

I’d love your feedback on the app! Please tell me what you think.
Cheers,
Shelle

How to Open a Closed Mind

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I was with a person in her early 20’s and I heard her repeat several times in the conversation: “That’s how I am.” Or: “I always have this problem.” Or: I can’t do that.” Or: “I don’t do that.”

“What a shame!” I thought. She has limited her life in so many ways, simply by making up her mind about what is possible and not possible for her. It’s like walking down a corridor and deliberately closing many of the doors, locking them and throwing away the key.

I say deliberately because it is a choice, but I am aware that she, and probably most of us, don’t realize that we ourselves are making these decisions at the time – often we perceive them as facts, not opinions.

The Scientific American Brain and Mind (2015 March/April), cites a large body of research that came to the following conclusions:

  •  Students who believe intelligence is “malleable” do better in university than those who do not.
  • Partners who are convinced personality is malleable do more to resolve conflicts by looking for mutually-beneficial solutions.
  • People who see “adversaries” as flexible, view them more positively.
  • Minority students who decide that people’s biases can change over time may be more motivated and resilient even during negative events.
  • People who are more flexible negotiators do better than their peers.

So what do you do when you notice that you or someone else have closed a bunch of doors?

Firstget permission. There is little point talking to a closed door.
“Could I give you a slightly different perspective on that?” may open the door a crack.

Check again to pry it open a little wider: “I had an idea about this and I’d like to find out what you think.”

If the person expresses or shows some curiosity, now they are peeking out to see what else might be out there. Good start!

Second: State your door opening idea as a possibility or a suggestion and then give the benefit of the suggestion and the problem it solves.

Example:

“I was just thinking what if you broke down this desire into some steps and put them in your calendar as “to do’s” each week (suggestion)? Then it would be clearer, what you needed to do and you could follow your plan (benefit). That way you wouldn’t be stuck in the same place any longer. (problem solved – moving away from the problem).”

Lastly, after they have thought about it or discussed it, help them take a first step through the door. “If X were possible, I’m wondering what the first step might be.”

Example: “If you were to think about making this desire happen, what might be the first step?”

To really help someone open and pass through a door that they had closed, it is important to end on a concrete step, a procedure.

If you end a conversation on all the options, they may still be stuck, because they first have to choose which option to take.

The next time I catch myself deciding something is too difficult, not within my capabilities or not likely to happen, I will:

  1. Ask myself if I would like to consider another possibility (permission).
  2. Ask if it were possible/desirable, what would be the point (benefit) and what issue would it solve for me (problem solved and moved away from)
  3. What would be the first step?

Please try this out and let me know what you think!