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Ever since you were born you have been learning new things. Every one of these involved your brain.  Every time you repeated the same task you reinforced the learning.  Repeat the same task enough times and you have now shifted this task into unconscious behavior.

Just like a computer program, your brain too is highly programmable. Now some of you may find it difficult to relate to being programmable like a computer, while others will get that straight away. Why is that? Simply, it's because some of grow up to be more comfortable with feeling and emotions, while others with logic and process. But that's a topic for another day...

When you learned to walk, you were a bit clumsy or a lot depending on how much practice you've had. The more you did it the better you got at it. When was the last time you paid any attention to your ability to walk? Most likely never. Why? Because you do it unconsciously. It's already been programmed into your brain, and frankly it is working just fine. The brain doesn't need to be concerned with that unless it falters, like if you trip - you might start being aware of picking up your feet more, rather than shuffling. Otherwise you just don't care.

What about brushing your teeth, or driving a car.  When you first started learning to drive, you were probably clumsy there too. Drifting into the wrong lane, stopping abruptly - almost giving your passengers whip-lash.  Unable to shoulder check or check your mirrors without drifting outside your lane. But the more you practiced the more you got better.  While you may wonder about some people's driving skills - lol, unfortunately some people never fully master driving, while others go on to race cars. They learn to manage almost any vehicle at very high speeds. Why is that?

Those of you familiar with computer programs will quickly understand what I mean.   Let's take your job at work as another example: Have you ever done a computer task enough times that you eventually decided to automate it.  Maybe it's as simple as checking your bank statement.  In the old days it was all done manually with bank books.  Now it's all electronic.  Someone thought it would be a good idea if we didn't have to manually sit and add up the math to check if the bank teller made an error, which used to happen more frequently then we'd like to admit.

Another example: In marketing today, there are many tools which automate the steps we used to manage manually. Email notifications, and auto responders let people know when you are away on vacation, and so on. 

All these happen automatically, just like walking, brushing teeth, driving, etc.

If my brain is like a computer; able to load unlimited number of programs, then how do I program my brain. There is no keyboard or computer programming language. Well, if you found that last statement a bit obvious, think again. You may not have a keyboard which looks like the ones on you computer, but you do have a keyboard. It's your Physiology. You hands, eyes, ears, in fact your whole body is your keyboard.

Is it possible for you do anything without using your body? No! It's not!  I know I haven't mastered telepathy, yet. What about you? Can you move objects without using your body? Of course not!

If you want to learn to be a Pilot, guess what? You can!
You want to learn to play golf? You can!
Want to learn programming? You can!
Want to practice being a better leader rather than being a jerk, or dictator. Yes, there is hope for those too!

To the brain, every new experience will likely seem awkward, and uncomfortable, because you have never done it before. And your body doesn't know how. Teach it and persevere with it and you can master it.

That's what programming our brain is all about.  First it's a conscious effort, and it might be difficult, then it gets easier.  You may not be a superstar at everything you take on, but that's either because of physical or psychological limitation or just lack of practice. In most cases the first two are just excuses, the reality is almost always it's lack of practice.

Many people try something once and find it difficult and quit trying.
Remember that old cliché "If you fail once try and try again". Programming your brain is easy.

We have each been given a Conscious and an Unconscious mind. Use your conscious mind to control your effort and commitment so that it gets easier and becomes an unconscious skill.

Why is this important? If you offer a new concept, no matter how great that idea is, to someone who is Steps with Familiar you cannot possibly convince them to buy your idea. Your idea will never fit through their gate. You are in essence at the wrong gate. It’s like trying to ram a semi into the lane for motor bikes. It just won’t fit and will be rejected by the officer at the gate.

To know your audience ensures that your languages lines up with their receptors. Your language would flow smoothly to that part of their brain when their unconscious programming matches what you are saying. So they get you instantly!

BTW, when they get you instantly they like you better and are far more quickly to trust you rather than when you try to fit a round peg in a square hole. The latter just creates friction and disagreement - aka No Sale.

Here are the 3-steps little secrets:

IMPORTANT: Do not alter these or you will trigger the wrong response.

The answer to the first question tells you how long they’ve been doing the same thing, whether at the same company or with other companies previous to that.  If it is the same then they likely want to compare what you offer against similar experiences in their past. If what you offer is similar it will be accepted. On the other hand if it has only been short time in their current role and similarly in their previous roles, then you can be assured that they are looking for someone that will offer them something New.

The second question will result in an answer that is either a flowing story or short bullet points. A story with intertwined sequences is like Steps that occurred, for the most part, without their control. So that means they prefer for the world to provide rather than for them to create. However, if the answers seem to be a little disjointed and short bullet points, even with explanations as to why they took those actions, then you know that they like to take charge of creating the solution.

To help understand this better be sure to watch the video above at least a couple of times. Don't be shy to post comments and ask questions below.

In order to win a sale with a person that is New with Concepts your proposal and discussion with them needs to use language that causes them to participate in creating something new. You are like the inspiration for their new idea. You can steer this with your questions to lead them towards your product or service. More on this in our training.

In order to win a sale with someone who needs Familiar with Steps, you need to get them to remember something similar and show them the steps that you would take.

I hope this is becoming a little obvious. Your language can be made to match their neural-programs. That’s easy once you know what their neural-programs are. Without this you are taking a stab in the dark.

While this is just a brief snapshot,
I hope you can benefit from this.

When I started down this path it was to fix a problem. So many business owners, HR managers, and recruiters failed to get the right person in the right job. The millennials want to work for the right company with the right culture and have growth opportunities. Unlike previous generations that were just happy to have a job, save their money and enjoy life. Today with we’re faced with “Life balance” and “Entitlement”. Whereas before it was simple “Gratitude”.

How do you help a small business that cannot justify the cost of a recruitment firm or in-house HR manager to get the right person, and doesn’t get enough practice at interviewing to be able to tell the difference between a nice guy/gal, and a good fit for the job. Even experienced HR and recruiters will tell you that most of the time they are at best 50% lucky to get the match right. So what’s the point of all that experience when it’s not any better than sheer GUT instincts, which so many owners and leaders still swear by.

I constantly shake my head when I hear people tell me “I just know. It’s gut instinct.” When you question them to provide statistical data to support that, it’s either non-existent or they start to share all the mis-hires they’ve had, which supposedly taught them to trust their gut.

Who needs science when you can just use your gut. Culture, Management styles, and requirements for the role are not important – I just use my gut instincts. It’s worked well so far.

Then you have the Personality profiles for people. We use profiling to assess the match!
“How is that working out”, I ask.“well, it’s good. We’d never hire without it”.
“So, you can tell Culture, and how they respond to the management style and expectations of the organization?” – Blank looks.

Followed by “We can tell if they are suited to the job, by their personality”.
“Really”, I respond.
“Because personality tells you a bit about who they are, but doesn’t tell you how they behave in specific situations”.

I maybe an Influencer, or Persuader, but that doesn’t tell you how I respond to stressful situations, or going out to meet and engage people.

• Does it tell you if I can absorb large amounts of information, or sit at a desk for long periods of time.
• Does it tell you if I can do the same task day-in day-out or if that will drive me crazy. “No.”

Well, these are the real things that matter about matching someone to a Job; Culture, Management style, and the Clients you attract.

Understanding behavioral responses to situations tell you a great deal more than personality. Behavioral responses are developed and programmed through learning and experience. We develop habits. It’s what differentiates human beings from animals, from apes. We act, receive feedback, correct, adjust and repeat. Eventually, these become our automatic responses, observed automatic behaviors.

After many years of research and studies in this field insights come from Neuroscience and Nuro-Linguistic-Programming. Yes, programming.

Do you know how many automatically programmed responses you have which support your values and beliefs, your protection mechanisms for balance, safety, survivals, and so on?

Hundreds. Thousands. Everything from driving a car to being told what to do, and much more.
We call them instinctive responses, but they are actually programmed responses.
What if you could measure these?
What if you had a system, a tool that showed these, match these to specific situations, specific jobs, tasks, responsibilities.
Wouldn’t that be worth having? No more guessing or gut decisions.

This is not personality, it’s behavior.

Two people with similar personalities can behave differently in any given situations because of their programmed responses. AccuMatch identifies key behavioral responses as these relate to a role, task, even management style and culture.

Now let’s move beyond just hiring. What about managing people. Motivating them. Knowing how they respond to situations.

How useful is that to management? Leadership? Getting everyone on the team rowing in the same directions?

If I know that someone on my team will always respond to a new idea with“Why are we doing this?”, as opposed to another who responds with “How do we go about this?” Wouldn’t that make your ability to get the team aligned far easier?

What about someone that wants to be given a problem to solve, versus someone who just wants to be given the steps to follow in that situation.

It’s not personality, it’s behavior.