Getting Started with Simple

Make the first steps of change particularly easy. Make them the most obvious thing to do. Then make the next steps easy.

Keep the people focused on the next easy steps. Before long, they will have climbed a mountain.

Do not overwhelm them with too much information too early. You want to make getting started as simple as discussing a goal, loading software and once that is done; you will then assist them in the next easy steps.

Actually starting something is often the hardest thing. The Greek poet Horace said, ‘He has half the deed done who has made a beginning.’

People look at the effort of the transition of change as a single monolithic effort. It seems as a great big step to make. It is the overwhelming task in front of them that this creates that often stops people from getting started. It is your job to get them started by taking small steps and creating the impression of easy, well thought out and complete education that we are the best at.

Taking the easy, simple and knowledgeable approach is what works. Making the next step small and easily takes away all reasonable objections to enacting it. Make sure you do not complicate the simple process of learning the software.

Ownership of the Process

When people are a part of something, they bond with it, making it a part of their identity. When they become attached then they attach their fate and objectives with that something.

In this way, when they attach themselves to a change when the change succeeds, they succeed, and vice versa. In some sense, they become the change and the change becomes them -- this is what full bonding is: an undifferentiated merging of identities. Our goal is not to just sell software; our goal is to create a new identity for the prospect. An identity they will take ownership in and one they will work hard to achieve. Make sure you are creating ownership of the educational process.

Building consistency

People have a deep need for consistency, and when they do something they need to have consistency and alignment between their actions and their beliefs. The same is true in trading. When there is inconsistency, they must either change what they are doing or what they believe in order to restore consistency.

As in the case with most losing traders, if they have already started doing something wrong by losing when they traded, then they cannot change what has been done, so they must change what they believe, particularly 'Why I am doing this'? This is where you must rise above the average salesperson and create a new belief in the new identity they are trying to create for themselves as a successful trader. It is the level of belief in the new identity that you create that will equally correspond to the level of excitement and participation from your prospect so make sure you really focus on this task.

Another reason for consistency is that we worry that others who think about us and will be confused and reject us as we transgress values (do stupid trades). This will happen many times in the Nexgen Educational rooms as traders will not be honest about trades they have taken because of what others will think. We must let them know that mistakes will be made and only through practice, accountability, and education will consistency come. Make them aware that you have seen this happen and you fully expect them to act in accordance with our path and you will hold them accountable for their actions.

People have a strong need to explain what they are doing to others. This works internally, too, and a trader will constantly need to understand the reasons for their actions. It is our job to align the prospect with actions that will create a consistent belief system for themselves that they will attach positive values to via our sales path and plan for them.

They must believe that following our path is the right thing to do and only if they follow our path will they be able to achieve the consistency that they desire.

Keep in mind the reward for consistency is achieving their new identity as a professional profitable trader. This must be revisited constantly through the demo process to keep their mind and efforts on track.

The principle in our sales path is to use the organizational goal-setting process to motivate people to change. If I give you an objective to do something that you have never done before, then you will need to let go of something you have now in order to do that new thing. I.e. (bad habits of losing traders being traded in for good habits).

When a person does something, they have to justify it to themselves. When they do something that is outside of their beliefs then they have to either discount it or maintain consistency by changing their beliefs. This is where we take a trader who does not yet believe in success and gett them involved in the process of education and show them that it will be enough to change them along with their efforts.

Grounding (lowering) the questions and level of conversation

Sometimes the person you are talking with is speaking at a very high level, covering general ideas and themes. Leaders and go-getters often like to think and speak this way, with grand plans and visions. This can be very intimidating for a salesperson that does not have the appropriate tools for bringing the conversation down to a level that can be constructive to both parties. However, NEVER be satisfied not knowing something that is important to your client no matter what level it is. Elevate yourself.

You can use them to help you with your own education and it allows your prospect to talk about himself and teach you. Let them talk about themselves, as most people love to do. Sometimes getting started this way, you will be getting a big picture of your client before you dive into detail. They are giving you weapons that you will be able to use in your conversation later.

Once they have finished talking about themselves, Grounding is getting more detail by probing for more information about the high-level information you already have. The goal is to find out more, fill in the empty gaps in your picture, test the reality of the situation, and so on.

The more you ask questions, the more you will find further detail. Keep going and you'll soon end up at the root of his wants and desires. Do this by asking questions such as:

• How did you ever start trading that way?

• Who taught you that technique?

• What happened when you traded that way in the past...?

• What, specifically were the results of that style of trading?

• Tell me more about what your objective is or was and what is it now?

• So in the end it all boils down to what? Making money?

Once you get them down to the root of what they want, which is money, you can now get them started back on the sales path as dictated by you. Let me show you how Nexgen will help you make that money, or give you the consistency you have been searching for.