How to Know If YOU Are A Workaholic…

How to Know If YOU Are A Workaholic…

Being a workaholic is a popular term from the 90’s. Now we prefer to say that we have a challenged “work/life balance”.  While that may be a less threatening terminology, the impact of this state of mind is the same.

The biggest challenge when working with a “workaholic” is getting them to admit that they have a problem.  Denial is STRONG in this realm.  So, here are 20 questions – run through the list and see how many apply to you, or someone you love…

  1. Do you get more excited about your work than about family or anything else?
  2. Are there times when you can charge through your work and other times when you can’t?
  3. Do you take work with you to bed? On weekends? On vacation?
  4. Is work the activity you like to do best and talk about most?
  5. Do you work more than 40 hours a week?
  6. Do you turn your hobbies into money-making ventures?
  7. Do you take complete responsibility for the outcome of your work efforts?
  8. Have your family or friends given up expecting you on time?
  9. Do you take on extra work because you are concerned that it won’t otherwise get done?
  10. Do you underestimate how long a project will take and then rush to complete it?
  11. Do you believe that it is okay to work long hours if you love what you are doing?
  12. Do you get impatient with people who have other priorities besides work?
  13. Are you afraid that if you don’t work hard you will lose your job or be a failure?
  14. Is the future a constant worry for you even when things are going very well?
  15. Do you do things energetically and competitively including play?
  16. Do you get irritated when people ask you to stop doing your work in order to do something else?
  17. Have your long hours hurt your family or other relationships?
  18. Do you think about your work while driving, falling asleep or when others are talking?
  19. Do you work or read during meals?
  20. Do you believe that more money will solve the other problems in your life?

How well (or poorly,) did you score?  If you would like to talk more about how the results might be manifesting in your life and what you can do about it, please remember that I offer all new clients a FREE Risk Free Session – 30 min to discuss your challenges.

Discovering the “Buy Button” – Neuromarketing: The Cutting Sales Edge

Discovering the “Buy Button” – Neuromarketing: The Cutting Sales Edge

Scratching your head over why your prospect didn’t buy when you were so sure the sale was in hand? It is well known that customers decide with their emotions not their primitive fact-based brain.

How do you create an emotional sales process that motivates the buyer?

Let’s jump into understanding Brain Basics, then look at how it works and its importance in the sales process.

There are 3 layers in the brain: the Reptilian Brain, Limbic System (the Mammal Brain) and the Neocortex Brain (Neo-Mammal).

The Reptilian Brain is the instinctive brain; it’s very basic and governs information like heartbeat, digestion and other body maintenance items, as well as survival. It also collects data, facts, and memory and processes this data, meaning there are not many interpretive, cognitive or emotional aspects working. This primitive part of the brain is prone to make snap, short-term decisions. You don’t want your prospects making purchase decisions with this information only. Christine Comaford, author of Smart Tribes, referred to this as “The Critter State”, a limited fact- based part of the brain, during her webinar in June 2015 on “Sell and Market Better with Neuroscience”.

Finding your tribe – your “peeps” – is within the Limbic System and is the emotional brain where people connect with one another, seek belongingness, look for alikeness, commonalities and mutual behaviours which in turn create trust. It is the sweet spot for building rapport, relationships and connection as it governs emotions (emotions are the predominate motivator when we make buying decisions) and perceptions and processes the data of the Reptilian Brain and Neocortex and decides how to respond to you.

We evolve significantly in the Neocortex Brain. It is the advanced thinking area which involves planning, processing and interpretations like deciding if you are an enemy or friend and how to respond to you and it makes choices like fight or flight, preserve or protect and without sufficient data about you it defaults to negative assumptions and reactions such as a ‘no’ to the purchase.

How do we incorporate Brain Basics or science into our sales process? Here is a sure-fire way to structure your sales presentation – Neuromarketing is brilliant, we actually work in reverse!

Process of sales presentation

  • Strongest appeal is to the Limbic System (are you one of ‘me’, do we have similarities I align with and can belong to, have you built my trust and safety in my decision, what is our emotional tie?) Make emotional connections here.
  • Feed the Neocortex Brain (reduce anxiety and fear with information, planning and solving problems).
  • Don’t ignore the Reptilian Brain – include facts, stats and figures in your presentation. The Reptilian Brain is the root of the decision process and now will also assess the Limbic System and Neocortex data to justify the purchase

Process of decision making

  • Reptilian Brain makes the decision and assesses Neocortex and Limbic System data to justify the purchase(give me the facts – is generally defensive, anxious, risk-adverse and reactionary mindset).
  • Neocortex Brain assesses friend/foe, safety/fear, is self-aware, thinks, evaluates, plans and problem solves.
  • Limbic System is the root of emotions, connections, sameness and relationship

Discovering the “buy-button” is now easier as you appeal to the person’s 3 brain parts to create a powerful sales process. Perhaps you’ve been missing a component?

Successful sales people no longer sell by pushing the client or by presenting two fact based A/B options. Instead, we can leverage the knowledge of how people make decisions, the science of the brain and the complexities and emotions of the person. The human need for emotional connection, dispelling their fears and understanding why they need to make safe and sound buying decisions is key.

I’d love to hear from you and welcome your stories, struggles and successes, and how you’ve added this cutting edge tool into your business.

About Christine:

IMG_0723Christine Boyle specializes in working with business owners in acquiring and retaining more clients. Using proven business practices she moves you into focus and action, improving your sales and productivity, together growing your business with less stress and in less time. She is an accomplished businesswoman, has 20+ years business experience having held numerous corporate, sales and leadership positions, is an entrepreneur and a professionally trained Co-Active coach. Christine offers strategy sessions to businesses committed to making change and has a 100% satisfaction guarantee. She is the mother of a budding young woman and Christine loves exotic travel recently visiting the Andes and Amazon when in Peru.

www.fusionenterprises.ca christine@fusionenterprises.ca 647 274 0033