Why People Take Action

There are two things I need to believe if I am to take action:

  1. Is it worth it? (Rewards)
  2. Can I do it? (Confidence)

Dan Sullivan says that “Selling is getting someone intellectually engaged in a future result that is good for them and getting them to emotionally commit to take action to achieve that result.”

The skills of an Influencer:

  • help others visualise a better future (for them)
  • help others emotionally commit to action

How do we help someone visualise?

Asking great questions:

  • What is going well for you?
  • What is not going well for you?
  • What needs to change for you to be fulfilled?
  • What is missing in your life?
  • Who are your role models? What would they want for you?
  • Who are you? What achievements, projects and relationships show the world who you truly are?

How do we help someone emotionally commit to action?

Asking great questions:

  • What is the impact on you of this problem persisting in your life?
  • How much is this costing you? in money? in lost sleep? in difficult relationships? in distraction from what is most important?
  • How long have you been living with this?
  • How much longer can you see yourself living this way?
  • What would it be worth to you for this to work out?
  • What sacrifices are you willing to make to make this change?
  • If yourself ten years from now could speak to you today, what would you hear? What will your future self be grateful for?