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自我控制的力量提升工作的熱情
2015-07-20 17:34:07 作者:龐峰 瀏覽次數:269

在很多時候,我們很容易地戰勝困難,但也很容易地被困難所打垮。如同我們在銷售的過程中,往往不能成功的關鍵,并不是來源于客戶,而是我們沒有找到適當的方法。這些方法包括:面對客戶的方法、自我調整的方法和控制心態的方法等等。

前面的內容已經講到如何面對客戶的方法和一些成功締結客戶的法則。可以說,我們所學到的任何知識在目前為止都不具備任何的力量。真正的力量在于每個人運用知識的能力。在這一部分當中,我們將著重學習自我調整的方法和控制心態的方法。因為,唯一能夠決定我們成功與失敗的力量來源就是我們自己。

要想控制自己達到所想要的目的,就必須學會并運用控制自身的力量。而不為這些力量所反制。如果我們能做到這一點,就能掌握住自己的人生;反之,我們的人生就無法掌握。在這里,要學會的是運用神經語言學掌控影響人生的諸種力量。

神經語言學,簡稱做NLP(Neuro-Linguistic Programming)。顧名思義,神經是與腦子有關的,語言就是意念表達。簡單地說,NLP就是研究語言——不論是有聲或無聲——對神經的影響。我們的能力就是奠基于自我控制神經系統的能力。那些表現不凡的人,就是透過神經系統傳送特別的迅息,以致有不凡的成就

NLP研究的是:人們用什么樣的傳送方式才能使自己達到最積極進取的狀態,進而采取最佳的做法。NLP提供一個有系統的架構,讓我們能控制頭腦,使我們不僅能掌握自己的態度和行為,也包括旁人的態度和行為。它就是一門告訴你如何善用頭腦,達成心愿的科學。

NLP有一個先決條件,就是人人的神經系統都是相同的,如果某個人能做某種事,只要你用相同的方式去運用你的腦子,那么你就能做同樣的事。這種從他人身上準確地找出他們達成特殊成就的不尋常過程,就稱之為仿效。

如果要再制人類任何形式的成功,必須從三個基本方向出發。它們是三種型式的心理與重量活動,緊緊地扣住我們所想要的結果。你可以將他想象成為三道通向成功的大門。

第一道 代表我們的信念系統。不論我們所相信的是否可能,都深深地影響著我們是否能夠。當我們不相信能夠辦到時,就會絲毫不差地傳送一個訊息到神經系統,進而限制或消除我們能實現結果的能力。但相反的如果我們也能絲毫不假地傳送一個能辦到的訊息到神經系統,那么就會有個實現我們心愿的訊號到腦子里,那就可能實現。

第二道 稱為心智序列,那是指我們思想組成的方式。序列像一串暗碼,如同電話號碼是由幾個阿拉伯數字組成的,如果你想接通,就得按照正確的順序撥號。同理,唯有按照順序去觸動我們的腦子和神經系統,才能最有效地達成心愿。

第三道 叫做生理狀態。一個人的生理和心理是有相連關系的。例如呼吸的方式、站姿坐姿、面部表情、舉手投足、處處都會支配我們的心理狀態,或者表現我們的心理狀態,而這種狀態就會影響我們行為的范圍和成效。

那么這些到底與我們有什么樣的聯系呢?在銷售的過程中,許多面對客戶的溝通法則,同樣適用于我們。比如:客戶會把不好的意識形成強大的神經連結,我們同樣也會把不好的意識形成強大的神經連結。這就如同當銷售員第一次見到客戶而遭遇拒絕時,他們還有可能報著再試試看的態度,但是當第二次、第三次、第四次甚至更多的時候遭遇拒絕時,他們就已經忘記自己所作的工作就是“不”的生意。這時,他們的潛意識就會蹦出來說:“銷售真不是人干的。”這樣神經連結就形成了。在這種情況下,很多時候銷售員的立場都會動搖。

只要人們越沉溺于某一種行為模式,那么這個行為就會變得越強烈。這也就是為何我們在工作的時候不時地想退縮。因為事實上我們已經被負面的神經連結“捆”住了,在我們的神經系統中早已建立起一個逃避的神經鏈。

再比如:我們同樣需要像客戶那樣,改變自己的價值觀以改變對事物的看法。還有前面曾談到的影響客戶做出購買決定的是追求快樂逃避痛苦的原動力,同樣影響我們付出行動的,也是追求快樂、逃避痛苦的原動力。成功的秘訣就在于懂得怎樣控制痛苦與快樂這股力量,而不為這股力量所反制如果你能做到這一點,就能掌握住自己的人生;反之,我們的人生就無法掌控。


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