I was traveling into London today at rush hour on the underground – something I prefer to avoid and am fortunate enough in running my own business to be able to do just that most of the time!
But today I needed to get into town early. Sure enough, the train was packed! I waited for another one and that was pretty clear, until 3 stops later the doors of the train jammed (funnily enough every time I have seen the NEW underground trains, it is always them that break) and everyone had to get off at the next station.
A lot of grumpy people got off the train and waited for the next one. The underground staff made a big mistake.
They announced that there would be an empty train right behind. But when it arrived, it was packed!
People were not happy!
This is a principle we teach in NLP – the contrast frame. But they did it the wrong way! Give someone two options, one which is much better and one which is much worse and the better one seems even better!
In queues I’ve noticed Disneyworld does a great job at this – they always say the wait time will be longer than it is, so you are really happy when you don’t have to wait as long as you had expected.
In contrast, I’ve waited in a line at the post office in the UK and a sign said 20 minutes to wait, but an hour later I was still waiting. Everyone felt even more unhappy because the expectation was set up the wrong way.
You see, disappointment requires preparation! You need to have an expectation that is usually way out and nothing will ever match it, so when the event happens, you naturally feel unhappy!
NLP training teaches about expectations and how to use language so that you can create positive experiences for people. And a lot of the time it’s really simple – it’s just about using your words in the right way!
You see, you can either make someone feel great, or unhappy, and it’s all down to how you frame the situation.
Framing things right makes all the difference.
On our NLP course we teach different ways to frame things for success.
One way you can do this is to ask yourself quality questions.
For example if you ask yourself at the beginning of each day questions like –
‘How can I have fun today?’
‘What can I learn today?’
‘How can I improve today?’
Then how do you think your life could be different?
As long as you really put these into practice, you’ll certainly notice a difference. Change your focus, and you will notice different results.
In working with prospects if you delver more than they expected in advance, they’ll feel great. Deliver less and they’ll be unhappy, even if you do a great job. So frame things so that people feel they are getting more than they expected and you’ll get great business and future repeat sales.