If you’re like most selling professionals, you’ve probably got a list of written goals…somewhere. Some of you have them tacked to the wall in from of your desk, some carry them in your day planner or PDA, some of you have them filed away in the bottom of a drawer and would have trouble finding them if asked. Regardless of where you have your list of goals, though, you’ve already accomplished something major: you’ve engaged a powerful ally in your success by writing them down.
What ally? The simple act of writing something down plants the seed of action in your unconscious mind, letting it know that this goal is something it should be working to achieve for you. The unconscious mind is such an incredibly powerful machine, it will work twenty-four hours a day, seven days a week, to accomplish the intention you’ve set for it. Once engaged, it knows no limitations.
Oftentimes, though, the next thing we do in our goal-setting process disables this ally: we start to ask “How?”, as in “How am I going to do it?” This question, while it seems logical, can be one of the most disempowering questions you can ask yourself. Why? Well, instead of focusing on the accomplishment of your goal, now you are focused on the details of getting it done. If it’s a BHAG (Big, Hairy, Audacious Goal) we’re talking about, the “How?” can seem overwhelming. You don’t know where to start and, as a result, you don’t start.
So what’s the answer? Ask a better question. Instead of asking “How?”, ask “Why?”, as in “Why do I want to accomplish this particular thing?” ”Why?” is a much more powerful question for engaging the power of your unconcious mind because it has the power to create an emotional connection to the goal. How does this work?
It’s simple, really. Just sit down with your list of goals and pick the most compelling one, the one that gets you the most excited, then start asking yourself “Why do I want to acclomplish this goal?” Write down whatever answer comes to your mind. Next, continue to ask yourslef “Why?” until you get to an answer that starts with the phrase “…because it would make me feel…”
Next, rewrite your goal in the present tense and include your new “Why?” statement. Spend some time every morning and every evening reviewing your newly written goals. This addition of a compelling emotional component to your goals will engage the power of your unconscious mind to an incredible degree. Once on board, this part of your mind will work non-stop, even while you’re sleeping, to move you closer to the accomplishment of your goals.
Asking “Why?” is only the first step in the process, though. A future post will discuss the second staep, the need to stay focused in order to succeed.
Great post! Just listened to Peter Eio of Lego give a commencement speech this weekend and he only gave one piece of advice. Set goals (write them down, review them often…). This is an excellent addition to that advice as far as proper perspective. Thanks!
[...] (ya ya, I know). One was a post on Jerry Kennedy’s Motivation 101 blog, a piece called When It Comes to Goals, Ask “Why?”, Not “How?”; the second was Niall Devitt’s Beyond The Boardroom, and post called Sales Leadership, My Caveat [...]
Great synergy between us, Jerry; I’ve always called my books ‘why to’ books instead of ‘how to’ books. I think anyone who’s driven can learn ‘how’, but far too many folks forget to figure out ‘why’ they do what they do.
[...] I’m fond of saying, asking “Why?” is critical to your success because it unlocks the subconscious mind to [...]
Thanks for the comment, Tom. I really do believe this is the best way to lock your sights on your target and hold steady. See my next post for another technique to help you stay focused…it’s a doozie!
Very true. Why comes first…you can figure out how along the way!