How to Get Clarity of Your Goal and Do It at the Speed of Sound?


“Whether you think you can or if you think you can’t then you are right.” – Henry Ford

Do you accomplish your goals in life? Do you struggle to achieve all of them and procrastinate instead? Perhaps you wrote them all down and followed the rule that they should be SMART – specific, measurable, attainable, realistic and time bound but after that filed them away.

I have been in sales management for the longest time and so setting sales targets is a way of life. We give targets to ourselves and the sales force and monitor them each day. I have been intrigued at why other sales people achieve their targets all the time and some not at all. Is there a secret formula to achieve success? To persist and persevere with a goal until it is achieved in the end?

Yes, I believe so. This article is about the secret formula to gain clarity in your goals and do it at the speed of sound … in other words, it is your sub-conscious that takes over and so you do it automatically day in and day out.

Do you want to automatically do your goals even without consciously thinking about it? That would be powerful stuff, don’t you think?

Amazing Results - Embedding Your Goal to Your Sub-Conscious

Last year between March and April, I taught this principle of setting sales goals and embedding it into your sub-conscious so that it becomes automatic. About 150 financial advisers a major insurance company were trained in batches of 50.

The results after only 10 months were astounding.

• 80% of the 150 financial advisers achieved the coveted MDRT – Million Dollar Round Table Club for the year

• Each one earned at least Php 2.6 million in commissions or Php 217,000 per month. That’s the salary of a CEO!

• Almost Php 1 billion of insurance coverage was generated by these financial advisers who learned this simple technique.

Sure Goals & True Belief

Sure goal is the process of formulating a clear objective in the form of an action command prior and installing the goal not only in our conscious mind but also our sub-conscious mind.

Now, what happens if we choose our state and make use both our conscious and sub-conscious mind to have a sure goal and true belief to achieve our targets? Here are some testimonies from sales people who used the technique of having sure goals and true belief.

“Sure, goal and true belief definitely helps me become more confident. As I stepped into the office of my account, I told my inner self of what I want for that day to happen, and guess what, I got a YES from my account that she will hit their target for this month.” -- Mike L., Sales Representative

“On our first topic: Sure Goals & True Belief, it helped me easily cascade the promo deal to my customers. Before attending this seminar, I just casually inform my customers of their target and how much they will earn. Last Monday, I continued to inform my other customers regarding the deal, this time I apply the “Sure Goals & True Belief”. I made sure that I start with a verb then the object. I noticed that it had an impact as compared to my usual conversation with my customers. Their target stuck in their mind and became interested to know more about the deal.” -- Joanne, Sales Representative

Many of our sales people confessed that they often meet the customer with a vague objective. The standard objective is “sell products or the customer will order”. Even worst, sometimes the first thought is negative such as “surely this customer will not buy a new product” or “I’m lucky to sell more” or “the customer will get angry”. This half-thought goal or negative thoughts leads to a low confidence level and negative body language naturally leads to lower sales. The sale is lost even before it began!

On the other hand, we have found top sales people who have clear goals that are “wired into their brains” and every fiber of their body is focused on the goal. Their posture, tone of voice and way of thinking is alert and flexible to sell a product.

You will be 4 – 5xs more successful in selling if you use this technique of sure goals and true belief because your belief in yourself resonates to the customer. It builds trust and a sale can only happen if the customer trusts you.

Many sales people are inconsistent in having a sure goal and installing a true belief therefore are clueless on why sometimes they are successful and sometimes they fail. Our examples from Mike and Joanne shared that they were like that but when they practiced this technique, they were amazed at how they became more aggressive, intense in looking for solutions, listening to the customer and creatively finding ways to make a sale by simply setting a sure goal and making it a true belief.

How to make Sure Goals

Our brain is wired to have clear goals and targets. Ask yourself a simple question: “What do I want the customer to do for me?”

Then, answer this question with a clear ACTION COMMAND. An action command is an instruction that you want to give the customer and the best format is:

ACTION COMMAND = VERB + OBJECT

1.Ideally 2-3 words only

2. Starts with a verb then the object

3. It is an active statement rather than passive

4. It is specific and measurable. (Many errors occur here and salespeople fail to be specific so take good care.)

Examples of clear action commands:

- Sell Php 100,000 insurance to 10 prospects

- Sign the contract now

- Pay A/R of Php 20,000.

Now that you have a sure goal, you may not realize it but there is a process of enflaming our total psychological and physical juice to be in total true belief that we will achieve that goal. This exercise is based on the principle that communication; both internally and externally is only 7% by words, 38% by tonality and 55% by physiology.

With this knowledge, what do you think will happen if we only use our inner voice to tell us that we want to achieve a certain goal? Yes, it will also register in our minds, but what if you use tonality and body movements to communicate that same message to your mind and visualize as if you already achieved the goal!

The other critical principle is that our subconscious mind learns by what it sees, hears, feels and metaphorically. We therefore need to engage all our senses if we want to embed a goal in our subconscious.

The impact is revolutionary because we install the command using all our senses and activates our subconscious mind to use both left and right brain to command our whole body to achieve the goal.

How to Install a True Belief?

In NLP, it’s called future pacing. We imagine vividly in pictures, sounds, and feeling and when possible taste and smell that we have achieved that goal. These are the steps:

1. Imagine in your mind’s eye that you have achieved that target. See the customers face saying yes and smiling. Here his voice and hear yourself congratulating yourself too.

2. Now, think about the action command you made and tell yourself you can do this.

3. Finally, with a loud voice and simultaneously pointing your finger in front of you, shout out the action command as if the customer was right in front of you.

This simple process will communicate clearly to all parts of your brain, both left and right brain your desire to achieve that goal. You will be amazed at how the brain will work and even improvise and generate new ideas that help you achieve that target.

Your whole body and being will also be synchronized, and the customer will sense this aura of enthusiasm and desire for you to give a good service to him. Let’s read the sharing of Ramon after he used this simple technique.

“It’s Monday! I must set SURE GOALS and TRUE BELIEFS before going to the field. By looking at the mirror, I repeated the LINES the lines that I will use: “GRAB (PROMO TARGET) OPPORTUNITY!” Then barroom! I even heard the excited sound of my motorcycle going to my first call …. Owner- Frank. “A blessed day to all!” I greeted his employees ... now facing Frank, he asked …” O Ramon, what’s up? With my full confidence and modulated voice, I answered pointing my forefinger to him, “GRAB YOUR 70K OPPORTUNITY!!!” Looking at my eyes, he smiled and replied, “Ummm ok yah! Why? Is there a promo and my target is 9M? YEESSS!!! (Doing my ANCHORING!) I got his approval of hitting the promo target this month, so I proceed on cascading other promos from flyer A. Closing the good deals, I said goodbye to Frank, so I can go to my next call ... Owner- Mario.”

“After my 10 kilometers drive…. Screeeetch!!! The break of positive transaction again that I expect (TRUE BELIEF). Knock, knock!!! “hello … come in!” reply from Mario inside his office. “Ramon, good day to you!” he greeted me. “Looks like you have good news to me! (My aura was infectious.) Standing in front of Mario, I tapped his table to make medium sound, then uttered, “GET YOUR 150K OPPORTUNITY THIS MONTH! Excitedly, Mario replied, “Really! How?” Then explanations followed.”

“NLP changed my whole being! This is the first time for me to experience that I will just wait for the end of the month and I am sure to HIT MY TARGET because four out of four of my customer have committed my promo target this month.” -- Ramon L. Sales Representative

Ramon went on to achieve 105% of his target. It was a first for him after months of being below target

Personal Goal