"Men do not forego the pleasures of the moment to
say good-bye to all joy for evermore--no, this self-control is a
training, so that we may reap the fruits of a larger joy in the time
to come. A man will toil day and night to make himself an orator, yet
oratory is not the one aim of his existence: his hope is to influence
men by his eloquence and thus achieve some noble end." Xenophon, Cyropaedia
There exists a fundamental template that acts as a foundation for all action. As a business professional, knowing that their is a source, that when adjusted, changes the actions that are taken is of immense value. One of the variables of this template is what we call beliefs. Beliefs are not tangible things that we can hold, yet they have the ability to create life, to extinguish it; and to spur any action ever conceived. Beliefs are what tells us what is possible.
Most, if not all, businesses sell a vision of what is possible. They sell this vision to clients, employees, shareholders, communities, etc. If we connect the dots here we can see the correlation between beliefs and vision. What would happen if we don't believe in our vision? Would we be able to sell it? Well, not really. If beliefs tell us what is possible, and to sell we must believe the vision is possible, then businesses will not survive, much less thrive if belief is ignored. Frequently, what we call "unmotivated," "underachieving," or even "poor" employees are actually simply suffering from a lack of belief. Either of themselves, their company, their product/service, and usually a combination of some of these factors.
Beliefs are created by having experiences that tell us that something is possible. We need to experience a sense of certainty that if such and such is done, then x will be the result. If we have enough references that meet that criteria, then we effectively establish a belief. The majority of our beliefs are adopted from others, and built around our personal experiences.
With that in mind it becomes vital that we adopt beliefs from those individuals which we admire, or wish to model. It is also important to seek experiences which will help build and reinforce empowering ones. At the end of the day beliefs are under our control, and must be managed effectively to open the doors to the possibilities we seek to realize.
Interestingly enough we can read into someone's beliefs by their actions. We can tell if someone has a high self esteem or a low self esteem, simply by observing their actions. A person who believes that something grand is possible will forego immediate pleasures for future ones. Think about it. To say no to immediate pleasures requires a belief that the future rewards will outweigh the current offering. Those who don't believe they can have something better or do something better will try to get the quick fix.
Those who engage in discipline, even though to some it may seem like self-denial, are actually investing in future pleasure. These disciplined individuals have strong beliefs about what they want (vision) and have no doubt they will manifest, thus they more often than not produce the intended result. Management at all levels from self to business requires a continuous refinement and inspection of the beliefs structure to ensure that they are consciously driven to exceed expectations.
Angel Armendariz
Showing posts with label sales. Show all posts
Showing posts with label sales. Show all posts
Wednesday, June 11, 2008
Monday, April 21, 2008
Perfectly Increasing Returns and The Time Killer Cult
Perfectly Increasing Returns and The Time Killer Cult
Category: Goals, Plans, Hopes
Investing can be a tricky game. After all its partially gambling on anticipated outcomes. What if you knew with almost 100% certainty what the result of an investment would yield? What if you could invest in perfectly increasing returns?
You can! What is the most powerful non-renewable resource you have?...Time!
Time is the most valuable, precious, non-renewable resource available to us. It is continually being spent by each of us in some form. The big question is whether your time is being invested or wasted.
How can we invest our time? Naturally, an investment supposes that there will be a return on the investment (ROI). So ask yourself this - What are the returns I'm receiving on my daily investments of time? For some, they might invest in harnessing a skill necessary to evolve professionally. Still, others might invest in development of their children.
Here's were time management deserves its spoils. Time management is the equivalent to your financial advisor in investing. Exact, purposeful allocation of your time is necessary for accurate results, according to what we wish to have as our life's ROI. Brian Tracy, executive consultant, says for instance that time management is not an auxillary in our life, but should be the very structure about which we build our days from.
One of the biggest enemies of skillful time investing are time killers. Time killers are those "entities" that didn't receive the memo that time is running out. These time killers seek to waste not only their time, but voraciously eat up other people's time. The only way to stop these killers is using a fancy two letter word that can be hard to say - NO.
The most successful individuals in all avenues of life invest their time wisely, they know the value of these investments, and thus they easily decline or say no to time killers. Tiger Woods for example, after one of his most impressive victories of his career said no to celebrating, and to the astonishment of most people was eagerly back in the gym at 5am the very next morning. That's skillful time investing at its best.
- Angel Armendariz
Category: Goals, Plans, Hopes
Investing can be a tricky game. After all its partially gambling on anticipated outcomes. What if you knew with almost 100% certainty what the result of an investment would yield? What if you could invest in perfectly increasing returns?
You can! What is the most powerful non-renewable resource you have?...Time!
Time is the most valuable, precious, non-renewable resource available to us. It is continually being spent by each of us in some form. The big question is whether your time is being invested or wasted.
How can we invest our time? Naturally, an investment supposes that there will be a return on the investment (ROI). So ask yourself this - What are the returns I'm receiving on my daily investments of time? For some, they might invest in harnessing a skill necessary to evolve professionally. Still, others might invest in development of their children.
Here's were time management deserves its spoils. Time management is the equivalent to your financial advisor in investing. Exact, purposeful allocation of your time is necessary for accurate results, according to what we wish to have as our life's ROI. Brian Tracy, executive consultant, says for instance that time management is not an auxillary in our life, but should be the very structure about which we build our days from.
One of the biggest enemies of skillful time investing are time killers. Time killers are those "entities" that didn't receive the memo that time is running out. These time killers seek to waste not only their time, but voraciously eat up other people's time. The only way to stop these killers is using a fancy two letter word that can be hard to say - NO.
The most successful individuals in all avenues of life invest their time wisely, they know the value of these investments, and thus they easily decline or say no to time killers. Tiger Woods for example, after one of his most impressive victories of his career said no to celebrating, and to the astonishment of most people was eagerly back in the gym at 5am the very next morning. That's skillful time investing at its best.
- Angel Armendariz
Sunday, April 6, 2008
What Is The Purpose?
What Is The Purpose?
Category: Blogging
As you look at a current result that that doesn’t sit well with you, can you figure out how it came about? In retrospect it is a lot easier to see the parts that came together to create a certain result. I’ve come to gather that we don’t consciously create disasters. We do create them, and some of us more frequently than others.
If you can regress and analyze the steps that led to disaster you can probably correlate the result to actions that were taken without purpose. What I mean by that is an action or more precisely a conglomerate or sum of habitual actions that resulted in a horrible outcome.
Example: If you are out of shape or overweight, you probably didn’t purposefully become so. It was more than likely the result of actions taken without a purpose, actions taken out of comfort and momentary pleasure.
By their very nature purposes are things that live in the future, and hence taking actions based on current feelings as opposed to future pleasures leads us to act without purpose and create results that hurt.
Every action will create a result, and we are constantly creating something. To build towards our purposes we must be accountable for our actions. We do this by asking ’What will be the result of this action?’ The more often you ask this throughout the day the more likely you will take consistent action that will lead to meaningful purposes.
Angeol Armendariz
Category: Blogging
As you look at a current result that that doesn’t sit well with you, can you figure out how it came about? In retrospect it is a lot easier to see the parts that came together to create a certain result. I’ve come to gather that we don’t consciously create disasters. We do create them, and some of us more frequently than others.
If you can regress and analyze the steps that led to disaster you can probably correlate the result to actions that were taken without purpose. What I mean by that is an action or more precisely a conglomerate or sum of habitual actions that resulted in a horrible outcome.
Example: If you are out of shape or overweight, you probably didn’t purposefully become so. It was more than likely the result of actions taken without a purpose, actions taken out of comfort and momentary pleasure.
By their very nature purposes are things that live in the future, and hence taking actions based on current feelings as opposed to future pleasures leads us to act without purpose and create results that hurt.
Every action will create a result, and we are constantly creating something. To build towards our purposes we must be accountable for our actions. We do this by asking ’What will be the result of this action?’ The more often you ask this throughout the day the more likely you will take consistent action that will lead to meaningful purposes.
Angeol Armendariz
Wednesday, April 2, 2008
What Do You Want? How Bad Do You Want It? & How Are You Going To Get It?
To create a meaningful and engaging film or play the following questions must be easily answered by the protagonist - what does he/she want, how bad do they want it, and how are they going to get it. The plot then centers on overcoming the obstacles and challenges faced toward reaching the desired goal. Of course the higher the intensity of the protagonists want, the more powerful and convincing the actor will be. And the more challenges faced and overcome the more appealing the storyline.
The actors role is not that much different than real life. Our decisions to want something, and to want it badly ultimately dictates the roles and strategies we play in order to achieve them. Invariably life throws a continual series of roadblocks, challenges, and numerous obstacles on our path to our desires fulfillment. It seems as if a form of Murphy's law is continually in effect to obstruct the intended end result.
Any goal worth achieving will have countless resistances to overcome. That is a given. The most critical part of the whole scheme of things is the answer to the question: How bad do you want it? The more intensity you can associate toward your desired outcome the easier it will be to muster the will necessary to overcome the impending obstacles surrounding your goal. If you can't say with 100% conviction that you will do absolutely anything, that you will sacrifice anything to achieve your goal, then all obstacles encountered along your life path will scare you to death and leave you helpless and crippled; usually leading to acceptance of conformity and complacency.
The bottom line is this - to be taken seriously, to have the best chance of success, and be believable you must be convinced you can have what you want, and have an internal intensity that shows through your actions. Someone who actively is doing something to accomplish a goal is more believable and more certain of success than someone who only wishes or postpones. Lack of action means lack of belief in yourself.
The actors role is not that much different than real life. Our decisions to want something, and to want it badly ultimately dictates the roles and strategies we play in order to achieve them. Invariably life throws a continual series of roadblocks, challenges, and numerous obstacles on our path to our desires fulfillment. It seems as if a form of Murphy's law is continually in effect to obstruct the intended end result.
Any goal worth achieving will have countless resistances to overcome. That is a given. The most critical part of the whole scheme of things is the answer to the question: How bad do you want it? The more intensity you can associate toward your desired outcome the easier it will be to muster the will necessary to overcome the impending obstacles surrounding your goal. If you can't say with 100% conviction that you will do absolutely anything, that you will sacrifice anything to achieve your goal, then all obstacles encountered along your life path will scare you to death and leave you helpless and crippled; usually leading to acceptance of conformity and complacency.
The bottom line is this - to be taken seriously, to have the best chance of success, and be believable you must be convinced you can have what you want, and have an internal intensity that shows through your actions. Someone who actively is doing something to accomplish a goal is more believable and more certain of success than someone who only wishes or postpones. Lack of action means lack of belief in yourself.
Friday, March 14, 2008
Having a Mild Case of "Creative Tension"
Having a Mild Case of "Creative Tension"
Category: Goals, Plans, Hopes
Peter M. Senge, author of The Fifth Discipline says:
"The juxtaposition of vision (what we want) and a clear picture of current reality (where we are relative to what we want) generates what we call "creative tension": a force to bring them together, caused by the natural tendency of tension to seek resolution. The essence of personal mastery is learning how to generate and sustain creative tension in our lives."
Clearly 'creative tension' is a general name given to the process of growth through overcoming resistance. Senge, refers to this attribute in suggesting habits necessary for sustaining growth in business through self development. This creative tension is constantly sought by those who realize that only through challenge can true growth and fulfillment be achieved.
Though creative tension at times finds us; it is a proactive seeking of creative tension that truly makes a consistent difference in personal growth and goal advancement. Some of us harbor a fantasy that elimination of "tension" is the cure-all for life's ills. This is not only erroneous but is pathological. Alfred Adler, the world-renowned psychoanalyst of the twentieth century explained it in terms of the "neuroticism" found in the "luxurious" class that lived in a world with little resistance or "tensions" in there lives.
Nietzsche went even further to proclaim that the most vital of human yearnings was the "overcoming of resistance" and thus humans harbored a "will to power." The value of resistance in our lives is multidimensional and goes beyond mere "resistance" workouts for physical health. So we can conclude that indulging in creative tension dissolves boundaries - yielding an enhanced sense of well-being - enjoyment.
-Angel Armendariz
Category: Goals, Plans, Hopes
Peter M. Senge, author of The Fifth Discipline says:
"The juxtaposition of vision (what we want) and a clear picture of current reality (where we are relative to what we want) generates what we call "creative tension": a force to bring them together, caused by the natural tendency of tension to seek resolution. The essence of personal mastery is learning how to generate and sustain creative tension in our lives."
Clearly 'creative tension' is a general name given to the process of growth through overcoming resistance. Senge, refers to this attribute in suggesting habits necessary for sustaining growth in business through self development. This creative tension is constantly sought by those who realize that only through challenge can true growth and fulfillment be achieved.
Though creative tension at times finds us; it is a proactive seeking of creative tension that truly makes a consistent difference in personal growth and goal advancement. Some of us harbor a fantasy that elimination of "tension" is the cure-all for life's ills. This is not only erroneous but is pathological. Alfred Adler, the world-renowned psychoanalyst of the twentieth century explained it in terms of the "neuroticism" found in the "luxurious" class that lived in a world with little resistance or "tensions" in there lives.
Nietzsche went even further to proclaim that the most vital of human yearnings was the "overcoming of resistance" and thus humans harbored a "will to power." The value of resistance in our lives is multidimensional and goes beyond mere "resistance" workouts for physical health. So we can conclude that indulging in creative tension dissolves boundaries - yielding an enhanced sense of well-being - enjoyment.
-Angel Armendariz
Sunday, December 30, 2007
How To Get The Response You Want
How To Get The Response You Want
Category: Goals, Plans, Hopes
Personality assessments are used today in almost all social settings. Whether it be used for employer screening, military recruitment, or any other interpersonal environment, personality assessments attempt to give a behavioral understanding of how we interact. Two popular assessments are DISC, developed in the early 1900's by a Harvard psychologist; and Myers-Briggs, developed by two females two help women during WWII who were entering the industrial workforce.
While these two systems have there uses and critics; there is another model that has been somewhat dusted under the rug. Timothy Leary, a Harvard educated psychologist who become an infamous promoter of psychedelic drugs; notably introduced a personality assessment based on interpersonal behaviors; i.e., how we react to others behaviors, and how they react to us.
According to Leary's work we respond involuntarily in a reflex like fashion to someone else's behavior. This reflex serves to enhance our ego's and to diminish anxiety. So it follows that a persons most favored behavioral pattern is set in accordance to which types of behaviors have produced the least amount of anxiety.
Leary categorizes the major behavioral patterns along sixteen personalities. Each personality provokes a certain response. For example the "docile-dependent" provokes advice/help. Whereas a "managerial-autocratic" type provokes obedience/respect. Further along Leary's grid we find that a confident/independent "narcissist" provokes inferiority; and a "cooperative-over-conventional" type provokes tenderness & love.
The just of the interpersonal matrix is that if you want a certain response, you can provoke it by adjusting your behavioral signals to provoke the appropriate response. This provides a wealth of information to all of us who wish to have a better understanding of our personal, business, and political relationships. Many of the popular assessments tell us "how we are", and where we fit in. The beauty of Leary's model, is that it tells us "how we can be" to create the relationship we seek to build or sabotage. By focusing on how we can behave to change conditions, Leary's Interpersonal model puts the power back in our hands and allows us to develop a more flexible approach to our social behavior. In my next blog I will give a more detailed example of how to use multiple behavioral patterns at certain points along an initial meeting with a person to maximize rapport...
Further reading: "Self-Determinations" by Timothy Leary; "Interpersonal Diagnosis of Personality" by Timothy Leary
Angel Armendariz
Category: Goals, Plans, Hopes
Personality assessments are used today in almost all social settings. Whether it be used for employer screening, military recruitment, or any other interpersonal environment, personality assessments attempt to give a behavioral understanding of how we interact. Two popular assessments are DISC, developed in the early 1900's by a Harvard psychologist; and Myers-Briggs, developed by two females two help women during WWII who were entering the industrial workforce.
While these two systems have there uses and critics; there is another model that has been somewhat dusted under the rug. Timothy Leary, a Harvard educated psychologist who become an infamous promoter of psychedelic drugs; notably introduced a personality assessment based on interpersonal behaviors; i.e., how we react to others behaviors, and how they react to us.
According to Leary's work we respond involuntarily in a reflex like fashion to someone else's behavior. This reflex serves to enhance our ego's and to diminish anxiety. So it follows that a persons most favored behavioral pattern is set in accordance to which types of behaviors have produced the least amount of anxiety.
Leary categorizes the major behavioral patterns along sixteen personalities. Each personality provokes a certain response. For example the "docile-dependent" provokes advice/help. Whereas a "managerial-autocratic" type provokes obedience/respect. Further along Leary's grid we find that a confident/independent "narcissist" provokes inferiority; and a "cooperative-over-conventional" type provokes tenderness & love.
The just of the interpersonal matrix is that if you want a certain response, you can provoke it by adjusting your behavioral signals to provoke the appropriate response. This provides a wealth of information to all of us who wish to have a better understanding of our personal, business, and political relationships. Many of the popular assessments tell us "how we are", and where we fit in. The beauty of Leary's model, is that it tells us "how we can be" to create the relationship we seek to build or sabotage. By focusing on how we can behave to change conditions, Leary's Interpersonal model puts the power back in our hands and allows us to develop a more flexible approach to our social behavior. In my next blog I will give a more detailed example of how to use multiple behavioral patterns at certain points along an initial meeting with a person to maximize rapport...
Further reading: "Self-Determinations" by Timothy Leary; "Interpersonal Diagnosis of Personality" by Timothy Leary
Angel Armendariz
Tuesday, November 13, 2007
How To Be Compelling
So I was having a conversation with a friend, and we began talking about how to best engage someone in conversation. This is something of utmost importance to all of us. Whether we are looking to strike up a conversation with a member of the opposite sex; or we are in sales trying to capture clients.
One thing we agreed upon is that the person we choose to engage with has to be given the pedestal. That is, we have to be more interested in them, than in presenting ourselves. We each have a deep burning desire to be appreciated, to be interesting to others, and to be loved. Showing our complete attention & interest to someone gives them a high sense of well-being. This leads to associating those wonderful feelings to us.
Now, initially, the strategy that seems to hold the highest value is a question based one. That means asking with a sense of curiosity and interest. This can be as simple as asking "Where are you from?" During my heftier telemarketing days I had a knack for selling anything under the sun, because of this simple strategy. Questions work because firstly, we feel obligated to respond (cultural habits); secondly, we like to feel important.
Adding a bit of sincerity to the questions themselves also tilts results in your favor. Tonality is an even bigger factor in communicating than words themselves. As I have mentioned before communication is universal in function. That is to say that the effective way to communicate to others is usually a great strategy to use on yourself. Asking yourself specific questions in the right emotive tone can compel you to take action - as would be the case with the buyer you sell, or date you make.
Angel Armendariz
One thing we agreed upon is that the person we choose to engage with has to be given the pedestal. That is, we have to be more interested in them, than in presenting ourselves. We each have a deep burning desire to be appreciated, to be interesting to others, and to be loved. Showing our complete attention & interest to someone gives them a high sense of well-being. This leads to associating those wonderful feelings to us.
Now, initially, the strategy that seems to hold the highest value is a question based one. That means asking with a sense of curiosity and interest. This can be as simple as asking "Where are you from?" During my heftier telemarketing days I had a knack for selling anything under the sun, because of this simple strategy. Questions work because firstly, we feel obligated to respond (cultural habits); secondly, we like to feel important.
Adding a bit of sincerity to the questions themselves also tilts results in your favor. Tonality is an even bigger factor in communicating than words themselves. As I have mentioned before communication is universal in function. That is to say that the effective way to communicate to others is usually a great strategy to use on yourself. Asking yourself specific questions in the right emotive tone can compel you to take action - as would be the case with the buyer you sell, or date you make.
Angel Armendariz
Saturday, October 13, 2007
Persuasion & Influence
Persuasion & Influence
Category: Life
Persuasion, according to Wordnet (from Princeton University), means communication intended to induce belief or action. This very broad definition lends itself to general use in numerous contexts. For instance, getting your child to eat all of his/her vegetables would insinuate an act of persuasion by you. Asking someone out on a date would also constitute persuasion, since one individual is trying to induce an act of "going out" or "seeing each other." Furthermore, a sales team and marketing department can be said to base their jobs on persuasion. A sales team's intent is to induce action that would cause a potential client to buy. While the marketing team propagates material to induce belief in their particular service or product. From this small selection of examples we can begin see the extent on which persuasion is the lock & key to the portal of efficacy in our personal and professional lives.
Influence, according to the American Heritage Dictionary: A power affecting a person, thing, or course of events, especially one that operates without any direct or apparent effort. Influence also has to do with the power to sway, affect, move, or impel a certain condition. As I will use it throughout this work; I refer mostly to ones ability or power to affect. We are bound to influence by our very natures. From our deepest core, we wish to influence at first, our environment. As children we learn that we can influence our parents by several means to have our ways. As we mature we also become aware of the influence of others on our psyches, our actions, and our behaviors. Influence is a constant throughout our lives, from the influence of peers to the influence of ideologies and culture itself.
Persuasion and influence can be taken as a mutual force that feeds off of each other. Generally speaking influence has to do with the intention & power of a specific act or communication. While persuasion has to do with the process or system used as a strategy to follow through on the intended influence. They complement each other and synchronize to amplify each others force. As a natural and unalienable endowment these human attributes form a communication potential of immense proportions. The potential inherent in these functions of man are beyond the realm of comprehension. The only limit within these attributes is in our own abilities and capacities to develop and use them for life-affirming endeavors.
Our basic educational system teaches us very little about persuasion and influence. Unfortunately we are many times ignorant victims of these forces; yet, we have not a clue whence or where they came from. It is important to firstly realize that persuasion and influence are natural components of our social (and personal) lives. After all persuasion and influence also takes place within our own minds. We persuade and influence ourselves to act, behave, and be according to certain norms. Our own personal abilities to persuade and influence ourselves largely determines our level of self-esteem, self-confidence, and level of achievement in our lives. By allowing persuasion and influence to have life-affirming residence within our minds we can actively improve on these faculties to further benefit ourselves and others around us.
Category: Life
Persuasion, according to Wordnet (from Princeton University), means communication intended to induce belief or action. This very broad definition lends itself to general use in numerous contexts. For instance, getting your child to eat all of his/her vegetables would insinuate an act of persuasion by you. Asking someone out on a date would also constitute persuasion, since one individual is trying to induce an act of "going out" or "seeing each other." Furthermore, a sales team and marketing department can be said to base their jobs on persuasion. A sales team's intent is to induce action that would cause a potential client to buy. While the marketing team propagates material to induce belief in their particular service or product. From this small selection of examples we can begin see the extent on which persuasion is the lock & key to the portal of efficacy in our personal and professional lives.
Influence, according to the American Heritage Dictionary: A power affecting a person, thing, or course of events, especially one that operates without any direct or apparent effort. Influence also has to do with the power to sway, affect, move, or impel a certain condition. As I will use it throughout this work; I refer mostly to ones ability or power to affect. We are bound to influence by our very natures. From our deepest core, we wish to influence at first, our environment. As children we learn that we can influence our parents by several means to have our ways. As we mature we also become aware of the influence of others on our psyches, our actions, and our behaviors. Influence is a constant throughout our lives, from the influence of peers to the influence of ideologies and culture itself.
Persuasion and influence can be taken as a mutual force that feeds off of each other. Generally speaking influence has to do with the intention & power of a specific act or communication. While persuasion has to do with the process or system used as a strategy to follow through on the intended influence. They complement each other and synchronize to amplify each others force. As a natural and unalienable endowment these human attributes form a communication potential of immense proportions. The potential inherent in these functions of man are beyond the realm of comprehension. The only limit within these attributes is in our own abilities and capacities to develop and use them for life-affirming endeavors.
Our basic educational system teaches us very little about persuasion and influence. Unfortunately we are many times ignorant victims of these forces; yet, we have not a clue whence or where they came from. It is important to firstly realize that persuasion and influence are natural components of our social (and personal) lives. After all persuasion and influence also takes place within our own minds. We persuade and influence ourselves to act, behave, and be according to certain norms. Our own personal abilities to persuade and influence ourselves largely determines our level of self-esteem, self-confidence, and level of achievement in our lives. By allowing persuasion and influence to have life-affirming residence within our minds we can actively improve on these faculties to further benefit ourselves and others around us.
Thursday, October 4, 2007
GQ & Jordan's Insights
GQ Magazine
Category: Goals, Plans, Hopes
"I never took a day off. If I took a day off, then Scottie was going to take a day off. And then Horace. The next thing you know the whole scope of what we're trying to do is being weakened. I never took a shortcut, and I never wanted anyone else to take a shortcut." - Michael Jordan, Interview GQ Mag., Oct. 07
Legendary icon in sports Michael Jordan was profiled among the 50 most stylish men of the past 50 years. Without a doubt a prominent figure in American culture; Michael rose to heights both on the court and off that redefined sports success.
This particular quote caught my attention. Talk about demanding. I see the similarity in this quote to legendary basketball coach Bobby Knights statement, "Everyone has the will to win, thats easy....but few have the will to prepare to win." Sports offer interesting insights into excellence. Especially results based excellence. Most of us in one way or another are engaged in a vocation that requires results....constantly. True, not all of us want to be the best at everything...maybe not even anything; however, for those of us who wish and strive to excel, Michael's words resonate through us.
When we look at the history of any extravagant and beautiful achievement we see the truth. The not so glamorous side of "preparation." This includes Jordan's marathon no days off practices. All the way to Mark Cuban's late night software manual reading. We can even go as far as to throw in Michelangelo. He once said that if people were able to see the long tedious hours spent messing up and honing this artistic skills the Sistine Chapel would not appear so amazing.
Its been said that when preparation meets opportunity it creates the offspring called luck. This seems to be so for many of the high achievers past and present. The formula follows: Goal= Preparation + Seizing opportunities...
So ask yourself this if you have goals..."Am I preparing myself to seize opportunities?"...
Angel Armendariz
Category: Goals, Plans, Hopes
"I never took a day off. If I took a day off, then Scottie was going to take a day off. And then Horace. The next thing you know the whole scope of what we're trying to do is being weakened. I never took a shortcut, and I never wanted anyone else to take a shortcut." - Michael Jordan, Interview GQ Mag., Oct. 07
Legendary icon in sports Michael Jordan was profiled among the 50 most stylish men of the past 50 years. Without a doubt a prominent figure in American culture; Michael rose to heights both on the court and off that redefined sports success.
This particular quote caught my attention. Talk about demanding. I see the similarity in this quote to legendary basketball coach Bobby Knights statement, "Everyone has the will to win, thats easy....but few have the will to prepare to win." Sports offer interesting insights into excellence. Especially results based excellence. Most of us in one way or another are engaged in a vocation that requires results....constantly. True, not all of us want to be the best at everything...maybe not even anything; however, for those of us who wish and strive to excel, Michael's words resonate through us.
When we look at the history of any extravagant and beautiful achievement we see the truth. The not so glamorous side of "preparation." This includes Jordan's marathon no days off practices. All the way to Mark Cuban's late night software manual reading. We can even go as far as to throw in Michelangelo. He once said that if people were able to see the long tedious hours spent messing up and honing this artistic skills the Sistine Chapel would not appear so amazing.
Its been said that when preparation meets opportunity it creates the offspring called luck. This seems to be so for many of the high achievers past and present. The formula follows: Goal= Preparation + Seizing opportunities...
So ask yourself this if you have goals..."Am I preparing myself to seize opportunities?"...
Angel Armendariz
Wednesday, September 26, 2007
Unified By a Threat
Unified By Threats?
Category: Goals, Plans, Hopes
JFK's vision of putting a man on the moon unified a nation towards a goal. Unification can be created through a vision or a threat. Remember the 9/11 bombings of the Twin Towers? What happened immediately after? All of a sudden everyone was nice to each other in America, everybody was patriotic; flags soared throughout our nation. Why? Because, a threat was encountered.
This interesting facet of human behavior works every time in most any situation. Take yourself for example. Have you ever felt lost? Or felt fragmented? Or unmotivated? Probably because there was no vision beyond your current state, or no impending threat. If we can find ways to create compelling visions, or artificial threats we can unify ourselves, and act as a whole towards an objective. Ken Wilber, American Philosopher, said that we seek "self realization, through self-transcendence;" in a way this exactly what we're talking about here.
Competition in essence in its basic form uses this model. Especially team sports where you're working towards a goal beyond yourself. In team sports you not only have a compelling vision to win, but you also have a powerful threat - the opposing team.
How about sales? In a sales you can establish immediate rapport by finding a common vision or threat with your client. Some sales forces already do something similar. For example, some finance companies will have the sales agent play the role of "being on your side" against the corporate presidents that will either deny or approve you. The sales agent becomes a team with you against the threat of the fickle executives.
The ultimate utopian vision of world peace and harmony would easily occur spontaneously upon the threat from outside our planet. If we were suddenly under attack by aliens....wallah!...the world would unify and differences, inadequacies, beliefs, history, and everything else would vanish and we would come together.
Angel Armendariz
Category: Goals, Plans, Hopes
JFK's vision of putting a man on the moon unified a nation towards a goal. Unification can be created through a vision or a threat. Remember the 9/11 bombings of the Twin Towers? What happened immediately after? All of a sudden everyone was nice to each other in America, everybody was patriotic; flags soared throughout our nation. Why? Because, a threat was encountered.
This interesting facet of human behavior works every time in most any situation. Take yourself for example. Have you ever felt lost? Or felt fragmented? Or unmotivated? Probably because there was no vision beyond your current state, or no impending threat. If we can find ways to create compelling visions, or artificial threats we can unify ourselves, and act as a whole towards an objective. Ken Wilber, American Philosopher, said that we seek "self realization, through self-transcendence;" in a way this exactly what we're talking about here.
Competition in essence in its basic form uses this model. Especially team sports where you're working towards a goal beyond yourself. In team sports you not only have a compelling vision to win, but you also have a powerful threat - the opposing team.
How about sales? In a sales you can establish immediate rapport by finding a common vision or threat with your client. Some sales forces already do something similar. For example, some finance companies will have the sales agent play the role of "being on your side" against the corporate presidents that will either deny or approve you. The sales agent becomes a team with you against the threat of the fickle executives.
The ultimate utopian vision of world peace and harmony would easily occur spontaneously upon the threat from outside our planet. If we were suddenly under attack by aliens....wallah!...the world would unify and differences, inadequacies, beliefs, history, and everything else would vanish and we would come together.
Angel Armendariz
Monday, September 24, 2007
Iran President - Sales Opportunity Missed?
Iran President - Sales Opportunity Missed?
Category: News and Politics
Big hoopla over the Iranian President Mahmoud Ahmadinejad and his speech at Columbia University. He seems a little different. He doubts some happenings such as the holocaust, and the validity of Al Queda's role in 911. So why is he over here speaking at an Ivy League University?
Well, he has a lot to say apparently. Many people protested his arrival and scheduled speech, siting many valid reasons. My take is this....what is our objective? If our objective is to win something then let him speak. If we want to win understanding of our perspective let him speak. If we want to win a war...let him speak. If we want to win an ally let him speak.
If on the other hand we don't want to win anything then don't let him speak. Hard as it may be to set beliefs and emotions aside, to win anything a person or a country must listen, and subordinate resistant emotions and beliefs. A simple strategy we should've learned in grade school most educated adults still struggle with. If "we" are right or "true" then no matter who speaks or what they speak about it will not eliminate the "truth." So we defend something that cannot be destroyed?
Often, we see the same debacle occurring in most of our interactions. In a relationship we want to be understood; we want to feel important and listened to. So in a relationship instead of using a strategy to win and get what we want, we instead use a horrible strategy, and worse keep repeating it with no thought about changing what we're doing. Usually it will consist of not communicating with your partner...and sometimes using mind reading as a tactic. If I want to be listened to then I must listen. If I want to be understood, I must first seek to understand. By giving what I want; I will get all that I want.
In sales the same theme plays out. The incompetent sales person "sells" without first understanding or listening to the buyer. If I want the buyer to listen and to buy; then I must listen first. We all want to win; we all want to be understood and listened to. So lets use a strategy that works. Listen first...understand first...next time you meet someone that you want to see your view...understand theirs first...listen attentively and with curiosity.
We spend billions on war strategies and fancy CRM sales gizmo's and we can easily save money and win by being patient and using effective diplomatic, sales, negotiative, and persuasive strategies. Keep the end in mind...focus not on mood or emotion, but strategy to manifest the desired outcome.
Angel Armendariz
Category: News and Politics
Big hoopla over the Iranian President Mahmoud Ahmadinejad and his speech at Columbia University. He seems a little different. He doubts some happenings such as the holocaust, and the validity of Al Queda's role in 911. So why is he over here speaking at an Ivy League University?
Well, he has a lot to say apparently. Many people protested his arrival and scheduled speech, siting many valid reasons. My take is this....what is our objective? If our objective is to win something then let him speak. If we want to win understanding of our perspective let him speak. If we want to win a war...let him speak. If we want to win an ally let him speak.
If on the other hand we don't want to win anything then don't let him speak. Hard as it may be to set beliefs and emotions aside, to win anything a person or a country must listen, and subordinate resistant emotions and beliefs. A simple strategy we should've learned in grade school most educated adults still struggle with. If "we" are right or "true" then no matter who speaks or what they speak about it will not eliminate the "truth." So we defend something that cannot be destroyed?
Often, we see the same debacle occurring in most of our interactions. In a relationship we want to be understood; we want to feel important and listened to. So in a relationship instead of using a strategy to win and get what we want, we instead use a horrible strategy, and worse keep repeating it with no thought about changing what we're doing. Usually it will consist of not communicating with your partner...and sometimes using mind reading as a tactic. If I want to be listened to then I must listen. If I want to be understood, I must first seek to understand. By giving what I want; I will get all that I want.
In sales the same theme plays out. The incompetent sales person "sells" without first understanding or listening to the buyer. If I want the buyer to listen and to buy; then I must listen first. We all want to win; we all want to be understood and listened to. So lets use a strategy that works. Listen first...understand first...next time you meet someone that you want to see your view...understand theirs first...listen attentively and with curiosity.
We spend billions on war strategies and fancy CRM sales gizmo's and we can easily save money and win by being patient and using effective diplomatic, sales, negotiative, and persuasive strategies. Keep the end in mind...focus not on mood or emotion, but strategy to manifest the desired outcome.
Angel Armendariz
Saturday, September 22, 2007
The Strategy of Abandonment
"The one thing which we seek with insatiable desire is to forget ourselves, to be surprised out of our propriety, to lose our sempiternal memory and to do something without knowing how or why; in short to draw a new circle. Nothing great was ever achieved without enthusiasm . The way of life is wonderful; it is by abandonment."
- Ralph Waldo Emerson
Abandonment, as Emerson suggests, is a way of life. Abandonment means that one surrenders. Surrendering the continual struggle of liking and disliking, of inhibitions, or inadequacies, and assuming a position of freedom. It refers to being beyond oneself. So often we identify only with our physical body, and unconsciously take that as the sum of our existence.
A natural longing for surrender germinates within our most profound depths. We seek that which allows us to go beyond ourselves. Unfortunately many times non-life affirming vices give us that abandonment we seek. Creation, from sexual ecstasy, to intellectual epiphanies dwells in the circle of abandonment. By letting go of our own rigidity and being liberated novel forms intelligence arises.
The default being that we are is bliss. Eastern literature explicates this realization through the many wise sages throughout time. The difficulty in modern times is translating the essence of being into meaningful day to day postmodernity. Succinctly we experience ecstasy by the mere fact of existing. We don't experience our fundamental ecstasy because we are to busy running around chasing artificial forms of it; and worse distracting and preventing ourselves from experiencing this ultimate pleasure through the never-ending noise in our lives.
To forsake our existence is the greatest betrayal. By saying to yourself the mere words surrender, abandonment, freedom, or liberation it can allow us to breathe naturally. This gives us life, happiness, the basic ability to enjoy anything to the highest degree. To indulge in ecstasies through the continual openness of ourselves; to propel ourselves into any challenge, any environment and be greater than we have ever been - this is life, this beckons the angels and celestial beings forward to our cause; through courageous action we become faith, and abandon to union beyond ourselves.
Angel Armendariz
- Ralph Waldo Emerson
Abandonment, as Emerson suggests, is a way of life. Abandonment means that one surrenders. Surrendering the continual struggle of liking and disliking, of inhibitions, or inadequacies, and assuming a position of freedom. It refers to being beyond oneself. So often we identify only with our physical body, and unconsciously take that as the sum of our existence.
A natural longing for surrender germinates within our most profound depths. We seek that which allows us to go beyond ourselves. Unfortunately many times non-life affirming vices give us that abandonment we seek. Creation, from sexual ecstasy, to intellectual epiphanies dwells in the circle of abandonment. By letting go of our own rigidity and being liberated novel forms intelligence arises.
The default being that we are is bliss. Eastern literature explicates this realization through the many wise sages throughout time. The difficulty in modern times is translating the essence of being into meaningful day to day postmodernity. Succinctly we experience ecstasy by the mere fact of existing. We don't experience our fundamental ecstasy because we are to busy running around chasing artificial forms of it; and worse distracting and preventing ourselves from experiencing this ultimate pleasure through the never-ending noise in our lives.
To forsake our existence is the greatest betrayal. By saying to yourself the mere words surrender, abandonment, freedom, or liberation it can allow us to breathe naturally. This gives us life, happiness, the basic ability to enjoy anything to the highest degree. To indulge in ecstasies through the continual openness of ourselves; to propel ourselves into any challenge, any environment and be greater than we have ever been - this is life, this beckons the angels and celestial beings forward to our cause; through courageous action we become faith, and abandon to union beyond ourselves.
Angel Armendariz
Tuesday, September 18, 2007
What Kind of Question Is That
Questions are brutally powerful. So powerful in fact that they are the very source of science itself. The very fact that you're able to read this from where you are right now is due to questions. I wonder how many people have actually studied the history of questions and the impact certain questions have had. In your own life questions guide focus, they guide decisions, feelings, moods, emotions, and concepts.
What would happen if you consciously chose which questions you asked yourself throughout the day? For example, during lunch time instead of the trite & overused "What's for lunch?" we asked "What can I eat right now to build a beautiful physique and enhance my energy level?" Do you see the power here?
The small distinctions questions can make in your life can be a gigantic lever of power. Here are some more questions, instead of "How could he...or...why would she?" we could use "How can I....or...what would it take to...?" The key difference here is the first form of question makes us focus on the problem and the power of it. The second set forces you to focus on the desired outcome. Amazing how simple, yet how effective.
Another trick to making question work for you is to refer the question back to you. This gives you honest responsibility, and thus the power to change things in your hands. For example, "why didn't he buy from me?" would be changed to "what could I do to make the sale?" Even better, in regards to a sale, is flat out asking "what would it take for you to buy?" at the point of sales, instead of second guessing and wasting time after the fact.
Novel forms of psychology stem from these lines of questions. The old school Freudian camp were the proverbial "why" junkies. This psychoanalysis was great at wasting time and making a persons problems overwhelming. Forms of psychology that started asking the "how's" and the "what's" questions actually produced radically fast results. Gestalt, Cognitive-psych, and NLP, were the primordial forms of these evolved, results/goal-oriented based psychology therapies.
To change anything immediately change the question. You'll have the honor of joining a group including Einstein, Newton, Galileo, Socrates, and Leonardo Da Vinci.
Angel Armendariz
What would happen if you consciously chose which questions you asked yourself throughout the day? For example, during lunch time instead of the trite & overused "What's for lunch?" we asked "What can I eat right now to build a beautiful physique and enhance my energy level?" Do you see the power here?
The small distinctions questions can make in your life can be a gigantic lever of power. Here are some more questions, instead of "How could he...or...why would she?" we could use "How can I....or...what would it take to...?" The key difference here is the first form of question makes us focus on the problem and the power of it. The second set forces you to focus on the desired outcome. Amazing how simple, yet how effective.
Another trick to making question work for you is to refer the question back to you. This gives you honest responsibility, and thus the power to change things in your hands. For example, "why didn't he buy from me?" would be changed to "what could I do to make the sale?" Even better, in regards to a sale, is flat out asking "what would it take for you to buy?" at the point of sales, instead of second guessing and wasting time after the fact.
Novel forms of psychology stem from these lines of questions. The old school Freudian camp were the proverbial "why" junkies. This psychoanalysis was great at wasting time and making a persons problems overwhelming. Forms of psychology that started asking the "how's" and the "what's" questions actually produced radically fast results. Gestalt, Cognitive-psych, and NLP, were the primordial forms of these evolved, results/goal-oriented based psychology therapies.
To change anything immediately change the question. You'll have the honor of joining a group including Einstein, Newton, Galileo, Socrates, and Leonardo Da Vinci.
Angel Armendariz
Monday, September 17, 2007
Tom Brady and Your Harvest
Tom Brady and Your Harvest...
Category: Goals, Plans, Hopes
Tom Brady's Patriots crushed the San Diego Chargers last night. John Madden, who was announcing the game referred to Brady as "making it look so easy." He does make it look easy. Brady has a confidence that seems to be above any challenge. What's interesting is that when they interviewed Randy Moss, he mentioned that he always sees Brady sweating, and he seems to work harder than anyone else. The corollary there is amazing. Similar observation have been made of Steve Nash - 2 time MVP of the NBA.
During a conversation I had earlier today, I was speaking to a close friend about cultivating excellence. I mentioned Brady, for the reason that he was drafted in the 6th round, and now has several NFL championships.
Cultivation is the essence of any highly effective skill. Cultivation means preparation, practice, and nurturing of the fundamental principles that produce the desired result. This consistency is seen in high performers. J. Paul Getty (richest man in the world early 1900's) once said:
"The individual who wants to reach the top in business must appreciate the might and force of habit. he must be quick to break those habits that can break him - and hasten to adopt those practices that will become the habits that help him achieve the success he desires."
The "natural" or the "gifted" individual is made...anything can be cultivated...the human potential is unlimited. Those who seek to see limits will find them and be enslaved by them. Wayne Dyer said it best, "Nobody knows enough to be a pessimist."
Cultivate something worth reaping...this requires patience...delay of the end result...this also requires faith, that is, faith in knowing that you will reap that which you sow. Many times we want the reap with out the sow, lol. The good thing is that we can fall in love with both the reap and the sow...who says that we can only enjoy the end? Enjoy the journey, the rest stops, the side roads, and the multiple destinations...
Angel Armendariz
Category: Goals, Plans, Hopes
Tom Brady's Patriots crushed the San Diego Chargers last night. John Madden, who was announcing the game referred to Brady as "making it look so easy." He does make it look easy. Brady has a confidence that seems to be above any challenge. What's interesting is that when they interviewed Randy Moss, he mentioned that he always sees Brady sweating, and he seems to work harder than anyone else. The corollary there is amazing. Similar observation have been made of Steve Nash - 2 time MVP of the NBA.
During a conversation I had earlier today, I was speaking to a close friend about cultivating excellence. I mentioned Brady, for the reason that he was drafted in the 6th round, and now has several NFL championships.
Cultivation is the essence of any highly effective skill. Cultivation means preparation, practice, and nurturing of the fundamental principles that produce the desired result. This consistency is seen in high performers. J. Paul Getty (richest man in the world early 1900's) once said:
"The individual who wants to reach the top in business must appreciate the might and force of habit. he must be quick to break those habits that can break him - and hasten to adopt those practices that will become the habits that help him achieve the success he desires."
The "natural" or the "gifted" individual is made...anything can be cultivated...the human potential is unlimited. Those who seek to see limits will find them and be enslaved by them. Wayne Dyer said it best, "Nobody knows enough to be a pessimist."
Cultivate something worth reaping...this requires patience...delay of the end result...this also requires faith, that is, faith in knowing that you will reap that which you sow. Many times we want the reap with out the sow, lol. The good thing is that we can fall in love with both the reap and the sow...who says that we can only enjoy the end? Enjoy the journey, the rest stops, the side roads, and the multiple destinations...
Angel Armendariz
Thursday, September 13, 2007
Competent or Constricted?
"When people get very good at doing things a certain way, they become surprisingly inept at learning new skills when changing conditions demand it. Numerous studies have demonstrated that novices have an easier time mastering new tasks than experts." - David H. Freedman, "The Cost of Competence" INC Mag., Sept. 07
Here we go with change again. It seems to be true when we do something well or "think" we do something well we start to treasure that methodology as if it were a material priceless possession. When we think we do something well most of us aren't very open to listening to new information regarding that topic. As such we become consciously ignorant and slowly become indoctrinated has beens.
Truly effective individuals maintain an infant like curiousity, especially in that which they consider themselves most skilled; for the value of any small distinction in our areas of expertise are incredibly valuable. Having a curious mindstate opens up our awareness to the plethora of information available to become more effective.
Remember that a closed system quickly sinks into an inert energyless impotent ash. Because our manners of speaking frequently consist of affirming things as absolute. We should focus on speaking in terms of what "seems" to be, or what is known of at the current moment. Speaking in a form that acknowledges continual change, and missing information allows us to be conscious of further advancement to be sought.
General Semantics, as founded by Alfred Korzybski, sought to bring to awareness the dangers of our habitual speech patterns. In a nutshell he indicated that our words are intricately connected with us at the most intimate cellular level. Thus speaking in terms of absolutes, especially absolute limits, constricts the growth development of our physiological organism.
Because changing conditions are inevitable; I figure that maintaining an active mental flexibility, and not being so attached to methods or doctrines; will increase our enjoyment of every turn in the road. This will naturally increase the probabilities of outcomes in our favor.
Angel Armendariz
Here we go with change again. It seems to be true when we do something well or "think" we do something well we start to treasure that methodology as if it were a material priceless possession. When we think we do something well most of us aren't very open to listening to new information regarding that topic. As such we become consciously ignorant and slowly become indoctrinated has beens.
Truly effective individuals maintain an infant like curiousity, especially in that which they consider themselves most skilled; for the value of any small distinction in our areas of expertise are incredibly valuable. Having a curious mindstate opens up our awareness to the plethora of information available to become more effective.
Remember that a closed system quickly sinks into an inert energyless impotent ash. Because our manners of speaking frequently consist of affirming things as absolute. We should focus on speaking in terms of what "seems" to be, or what is known of at the current moment. Speaking in a form that acknowledges continual change, and missing information allows us to be conscious of further advancement to be sought.
General Semantics, as founded by Alfred Korzybski, sought to bring to awareness the dangers of our habitual speech patterns. In a nutshell he indicated that our words are intricately connected with us at the most intimate cellular level. Thus speaking in terms of absolutes, especially absolute limits, constricts the growth development of our physiological organism.
Because changing conditions are inevitable; I figure that maintaining an active mental flexibility, and not being so attached to methods or doctrines; will increase our enjoyment of every turn in the road. This will naturally increase the probabilities of outcomes in our favor.
Angel Armendariz
Wednesday, September 12, 2007
Ignore Words and Strategy...& Win?
Ignore Words and Strategy - and Win
Category: Jobs, Work, Careers
In 2005, in experiments conducted jointly w/ Jared Curhan of MIT Sloan School of Management, researchers from the human Dynamic Group asked MBA students to take part in simulated face-to-face negotiations. One student played a middle manager taking a job in a new division, & the other the V.P. of that division. They were asked to negotiate the manager's salary package, with real monetary rewards at stake for the participants. The negotiations often lasted an hour or more. Yet in just five minutes, an electronic sensor could predict w/ 87% accuracy, which person would come out on top, merely by cuing in to bodily movements and manner of speech, ignoring words and strategy.
As the sensor data revealed, successful middle managers tended to be strong on "mirroring" behavior - unconscious mimicking of the gestures and movements of their conversational partners. This demonstrated empathy and understanding. In contrast the most successful vice presidents tended to talk more and control the pace of the conversation, a social behavior that the researchers referred to as "engagement." For both participants, a consistent emphatic tone, conveying confidence, was also critical.
- from "Strategy + Business Magazine" - September 07
Interesting experiment. Amazing that in just 5 minutes 87% accuracy could be reached as to who would come out on top. I've written about "mirroring" before on my blogs and in my book. The non-verbal factors of influence are amazingly powerful. Body language, tonality, and patterns have more power in general than actual content of what is being said. How often is one exposed to such teaching? I have yet to read a sales book that emphasizes non-verbal communication. Or psychology, communication, or speech book for that matter.
The closest literature approaching accurate training on using body language, tonality, etc. for influence would have to be NLP works by Bandler and Grinder. Although, acting books contain a wealth of information on these powerful forms of communication as well. A sales person might be better of taking acting lessons, than formal sales training.
Angel Armendariz
Category: Jobs, Work, Careers
In 2005, in experiments conducted jointly w/ Jared Curhan of MIT Sloan School of Management, researchers from the human Dynamic Group asked MBA students to take part in simulated face-to-face negotiations. One student played a middle manager taking a job in a new division, & the other the V.P. of that division. They were asked to negotiate the manager's salary package, with real monetary rewards at stake for the participants. The negotiations often lasted an hour or more. Yet in just five minutes, an electronic sensor could predict w/ 87% accuracy, which person would come out on top, merely by cuing in to bodily movements and manner of speech, ignoring words and strategy.
As the sensor data revealed, successful middle managers tended to be strong on "mirroring" behavior - unconscious mimicking of the gestures and movements of their conversational partners. This demonstrated empathy and understanding. In contrast the most successful vice presidents tended to talk more and control the pace of the conversation, a social behavior that the researchers referred to as "engagement." For both participants, a consistent emphatic tone, conveying confidence, was also critical.
- from "Strategy + Business Magazine" - September 07
Interesting experiment. Amazing that in just 5 minutes 87% accuracy could be reached as to who would come out on top. I've written about "mirroring" before on my blogs and in my book. The non-verbal factors of influence are amazingly powerful. Body language, tonality, and patterns have more power in general than actual content of what is being said. How often is one exposed to such teaching? I have yet to read a sales book that emphasizes non-verbal communication. Or psychology, communication, or speech book for that matter.
The closest literature approaching accurate training on using body language, tonality, etc. for influence would have to be NLP works by Bandler and Grinder. Although, acting books contain a wealth of information on these powerful forms of communication as well. A sales person might be better of taking acting lessons, than formal sales training.
Angel Armendariz
Tuesday, September 11, 2007
How is Dormant Potential Awakened
How is Dormant Potential Awakened?
Category: Goals, Plans, Hopes
Arthur Koestler in his Ghost in the Machine surveys what he calls the "draw-back-to-leap" pattern or undoing and re-doing. It involves the pattern seen in evolutionary studies when organisms reach a "block" in specialization and continued evolution. This "block" is referred to as specialization in evolutionary biology, and it basically refers to an organism that is one dimensional; can only function and survive effectively in a limited environment and being able to adapt only to its natural environment because of limited function.
The human equivalent would be the rigid person who only knows one way of being, and doing...knows how to do only one job, can only relate to one personality type, one-way of communication. As far as survival value, whether we're talking about sports, school, or work, or life in general; being flexible, multi-dimensional, and having the ability to adjust to your environment lends itself to more alternatives, and puts you in a better position to succeed. Now this "draw-back-to-leap" pattern that Koestler suggests, is inherent in the evolutionary structure. Koestler explains:
"The essence of the process which I have described is an evolutionary retreat from specialized adult forms of bodily structure and behaviour, to an earlier or more primitive stage- followed by a sudden advance in a new direction. It is as if the stream of life had momentarily reversed its course, flowing uphill for a while, then opened up a new stream-bed. I shall try to show that this reculer pour mieux sauter-of drawing back to leap, of undoing and re-doing - is a favourite gambit in the grand strategy of the evolutionary process; and that it also plays an important part in the progress of science and art."
The essential point gathered by the preceding information is that progress - mental or otherwise is not linear. Periods of elaboration followed by consolidation, acceleration followed by adaptation, breaking down to be build back up, and in Koestler's assertions draw back to leap - exemplify the many forms of explanation given to this natural template's form of function. The ac/ad template seeks to command power and effectiveness - it functions to create a more adaptable, and complex holon.
It awakens dormant processes mentally, physically, and even spiritually (ever hear of "dark night of the soul" - relate this to Koestler's draw back to leap principle), that would otherwise remain dormant in a persons habitual mode of being. The inactive person not only forsakes their dormant abilities, but atrophies current abilities by not conditioning these faculties to any form of use or exercise. The essential variable to putting into use the ac/ad template is a challenge, a change, obstacle, or goal. Using these variables we activate the ac/ad template.
Koestler suggests the following:
" The alternative possibility of reacting to a critical challenge is regenerative in a broad sense; it involves major reorganizations of structure and behaviour, which result in biological or mental progress. I shall try to show that both are based on the same draw back to leap pattern, activating creative potentials which are dormant or inhibited in the normal routines of existence."
Angel Armendariz
Category: Goals, Plans, Hopes
Arthur Koestler in his Ghost in the Machine surveys what he calls the "draw-back-to-leap" pattern or undoing and re-doing. It involves the pattern seen in evolutionary studies when organisms reach a "block" in specialization and continued evolution. This "block" is referred to as specialization in evolutionary biology, and it basically refers to an organism that is one dimensional; can only function and survive effectively in a limited environment and being able to adapt only to its natural environment because of limited function.
The human equivalent would be the rigid person who only knows one way of being, and doing...knows how to do only one job, can only relate to one personality type, one-way of communication. As far as survival value, whether we're talking about sports, school, or work, or life in general; being flexible, multi-dimensional, and having the ability to adjust to your environment lends itself to more alternatives, and puts you in a better position to succeed. Now this "draw-back-to-leap" pattern that Koestler suggests, is inherent in the evolutionary structure. Koestler explains:
"The essence of the process which I have described is an evolutionary retreat from specialized adult forms of bodily structure and behaviour, to an earlier or more primitive stage- followed by a sudden advance in a new direction. It is as if the stream of life had momentarily reversed its course, flowing uphill for a while, then opened up a new stream-bed. I shall try to show that this reculer pour mieux sauter-of drawing back to leap, of undoing and re-doing - is a favourite gambit in the grand strategy of the evolutionary process; and that it also plays an important part in the progress of science and art."
The essential point gathered by the preceding information is that progress - mental or otherwise is not linear. Periods of elaboration followed by consolidation, acceleration followed by adaptation, breaking down to be build back up, and in Koestler's assertions draw back to leap - exemplify the many forms of explanation given to this natural template's form of function. The ac/ad template seeks to command power and effectiveness - it functions to create a more adaptable, and complex holon.
It awakens dormant processes mentally, physically, and even spiritually (ever hear of "dark night of the soul" - relate this to Koestler's draw back to leap principle), that would otherwise remain dormant in a persons habitual mode of being. The inactive person not only forsakes their dormant abilities, but atrophies current abilities by not conditioning these faculties to any form of use or exercise. The essential variable to putting into use the ac/ad template is a challenge, a change, obstacle, or goal. Using these variables we activate the ac/ad template.
Koestler suggests the following:
" The alternative possibility of reacting to a critical challenge is regenerative in a broad sense; it involves major reorganizations of structure and behaviour, which result in biological or mental progress. I shall try to show that both are based on the same draw back to leap pattern, activating creative potentials which are dormant or inhibited in the normal routines of existence."
Angel Armendariz
Friday, September 7, 2007
Your Brain Might Be Falling Apart
According to Neurologists there are three main factors that contribute to neuroplasticity. This is the ability of the brain to reorganize itself, adapt, and grow. Neurogenesis (a form of neuroplasticity), explains Ernest Rossi is activated through novelty, environmental enrichment, and physical exercise. In his landmark book The Psychobiology of Gene Expression, Dr. Rossi attributes this adaptability to the action of genetic mechanisms, termed activity-dependent gene expression. Thus by taking in a hefty dose of these three brain growth elixirs we become more mentally capable, more healthy, and in a more harmonious state.
Novelty involves new information, or learning. New information is the very substance of all growth and development. Whether we're talking about innovation in business, governmental reform, or personal development; new information yields growth, learning, and possibilities. The deluge of information disposable to the average person on earth today in general is astounding. Never before has information been so disposable. Information is the most valuable commodity in existence; its return on investment is staggering. And rightly so; not only do we use information to grow and to gain knowledge consciously, but all organic life is dependent on information for existence. What is the opposite of information increase?
Entropy...remember that from biology class, it has to do with the breakdown, decay, of systems; the weary second law of thermodynamics that dooms all matter to death by loss of information and energy. Eminent biophysicist Werner Lowenstein, in his work The Touchstone of Life, poignantly explains how to battle the malaise of time's arrow, "There is only one way to keep a system from sinking to equilibrium: to infuse new information...Thus, to maintain its high order, an organism must continuously pump in information."
So we thus have a clearer understanding of the need and tremendous benefits of novelty through information. We also tend to see more insights and knowledge from fields such as physics and biology. Which give us incredible models of efficacy. We tend to see a pattern though, or a lag time between the time we discover an insightful method in the working of nature and the universe, and the time we see the same pattern arise while studying ourselves, our business, economy, and other sociological systems.
It might make more sense to study the ways nature has developed schemes to deal with progressive existence, as opposed to studying the subject within itself; and closely mimic, or devise models that cultivate the insights gathered by such inspection. In a recent interview with the Harvard Business Review, economist and business consultant Paul Ormerod compares business strategy with evolution, he says, " Companies should embrace the inherent randomness that drives success and failure...The companies that are most able to explore and innovate - something akin to random mutation - and then rapidly and flexibly adapt when an innovation succeeds or fails, will do best."(italics added).
To "explore" and "innovate" is precisely what novelty is about. So by directly participating in neurogenesis by learning, creativity, or gathering new information you are putting yourself in a better position to succeed in business, and life overall.
excerpt, Untitled, by
Angel Armendariz
Novelty involves new information, or learning. New information is the very substance of all growth and development. Whether we're talking about innovation in business, governmental reform, or personal development; new information yields growth, learning, and possibilities. The deluge of information disposable to the average person on earth today in general is astounding. Never before has information been so disposable. Information is the most valuable commodity in existence; its return on investment is staggering. And rightly so; not only do we use information to grow and to gain knowledge consciously, but all organic life is dependent on information for existence. What is the opposite of information increase?
Entropy...remember that from biology class, it has to do with the breakdown, decay, of systems; the weary second law of thermodynamics that dooms all matter to death by loss of information and energy. Eminent biophysicist Werner Lowenstein, in his work The Touchstone of Life, poignantly explains how to battle the malaise of time's arrow, "There is only one way to keep a system from sinking to equilibrium: to infuse new information...Thus, to maintain its high order, an organism must continuously pump in information."
So we thus have a clearer understanding of the need and tremendous benefits of novelty through information. We also tend to see more insights and knowledge from fields such as physics and biology. Which give us incredible models of efficacy. We tend to see a pattern though, or a lag time between the time we discover an insightful method in the working of nature and the universe, and the time we see the same pattern arise while studying ourselves, our business, economy, and other sociological systems.
It might make more sense to study the ways nature has developed schemes to deal with progressive existence, as opposed to studying the subject within itself; and closely mimic, or devise models that cultivate the insights gathered by such inspection. In a recent interview with the Harvard Business Review, economist and business consultant Paul Ormerod compares business strategy with evolution, he says, " Companies should embrace the inherent randomness that drives success and failure...The companies that are most able to explore and innovate - something akin to random mutation - and then rapidly and flexibly adapt when an innovation succeeds or fails, will do best."(italics added).
To "explore" and "innovate" is precisely what novelty is about. So by directly participating in neurogenesis by learning, creativity, or gathering new information you are putting yourself in a better position to succeed in business, and life overall.
excerpt, Untitled, by
Angel Armendariz
Tuesday, September 4, 2007
Gratification from Performance
Gratification from Performance
Category: Goals, Plans, Hopes
"Precisely under conditions of reduction of tensions and gratifications of biological needs, novel forms of mental disorder appeared as existential neurosis, malignant boredom, and retirement neurosis, i.e., forms of mental dysfunction originating, not from repressed drives, from unfulfilled needs, or from stress, but from the meaninglessness of life." - Ludwig von Bertalanffy (General Systems Theory pioneer)
The quote above caught my attention the other day. The reason being is that I have frequently ran across people who have a mild case of what Ludwig is talking about. Especially "malignant boredom," and the meaninglessness of life.
Boredom can be, I believe, a symptom of life having a lack of meaning for someone. Additionally it can be a lack of self-esteem. Let me explain. When life has a meaning, or grandeur purposes beyond the current state; then a person's actions are usually in sync with what those grandeur purposes are. If there is no grandeur purpose; then there is no motivation to act towards something, hence boredom results.
Self-Esteem, creeps its head into the boredom picture when there is a lack of it. A lack of value for oneself, self-esteem, means that a person feels and sees themselves as unworthy of a more fruitful existence or future. Thus, if one feels unworthy, one will not have a belief in a grandeur picture; and if there is no belief there will be no action to grow and move towards a meaningful state of being.
Tensions in life are beneficial. For example, fitness is based on "tearing down" the body so as to allow the body to compensate and build itself stronger. Thus, no "tearing down" = no growth or fitness. To paraphrase Nietzsche - the feeling of power is what is felt when one overcomes some resistance. In a sense the function, action, or performance itself "is" the pleasure we seek as we grow.
Angel Armendariz
Category: Goals, Plans, Hopes
"Precisely under conditions of reduction of tensions and gratifications of biological needs, novel forms of mental disorder appeared as existential neurosis, malignant boredom, and retirement neurosis, i.e., forms of mental dysfunction originating, not from repressed drives, from unfulfilled needs, or from stress, but from the meaninglessness of life." - Ludwig von Bertalanffy (General Systems Theory pioneer)
The quote above caught my attention the other day. The reason being is that I have frequently ran across people who have a mild case of what Ludwig is talking about. Especially "malignant boredom," and the meaninglessness of life.
Boredom can be, I believe, a symptom of life having a lack of meaning for someone. Additionally it can be a lack of self-esteem. Let me explain. When life has a meaning, or grandeur purposes beyond the current state; then a person's actions are usually in sync with what those grandeur purposes are. If there is no grandeur purpose; then there is no motivation to act towards something, hence boredom results.
Self-Esteem, creeps its head into the boredom picture when there is a lack of it. A lack of value for oneself, self-esteem, means that a person feels and sees themselves as unworthy of a more fruitful existence or future. Thus, if one feels unworthy, one will not have a belief in a grandeur picture; and if there is no belief there will be no action to grow and move towards a meaningful state of being.
Tensions in life are beneficial. For example, fitness is based on "tearing down" the body so as to allow the body to compensate and build itself stronger. Thus, no "tearing down" = no growth or fitness. To paraphrase Nietzsche - the feeling of power is what is felt when one overcomes some resistance. In a sense the function, action, or performance itself "is" the pleasure we seek as we grow.
Angel Armendariz
Friday, August 31, 2007
Confident?...or Bluff?...How to Decipher
Most everyone likes to be confident. Confidence is how effective a person feels within a specific area or situation. Confidence is refreshing, it aids in your performance; its a liberating sense of potential. How can you decipher someone with real confidence from someone who's putting a front?
David J. Lieberman, Ph.D., explains several interesting ways of finding out someone's confidence level. He uses examples of athletes, performers, and speakers; that when performing go beyond themselves, or forget themselves. Someone with confidence isn't thinking about themselves, or is not self-conscious.
Lieberman says, " A nervous person has an ego consuming his thoughts because of fear, worry, and anxiety...and he can't help but focus on himself."
Several giveaway's to lack of confidence are:
-swallowing
-shaking
-high pitch voice
-blinking
The natural stages of development for a person in any arena follow this pattern:
-unconscious incompetence - unaware of incorrect performance
-conscious incompetence - aware of lack of ability/skills
-conscious competence - knows what to do/person needs awareness to be effective.
-unconscious competence - performs correctly without attention/awareness.
From these stages you can see that a high level of confidence would be in the unconscious competence arena. Think about driving for instance. If you can remember the stages you went through in learning to drive; you can clearly see how the 4 stages played out for you...leading up to current level of unconscious competence.
Whether you have the level of confidence you wish to have or don't is irrevelant. The thing is to realize that you will go through all stages to realize ultimate confidence. Its natural to do so; and it is worth going through the first 3 stages in order to get to the 4th.
Angel Armendariz
David J. Lieberman, Ph.D., explains several interesting ways of finding out someone's confidence level. He uses examples of athletes, performers, and speakers; that when performing go beyond themselves, or forget themselves. Someone with confidence isn't thinking about themselves, or is not self-conscious.
Lieberman says, " A nervous person has an ego consuming his thoughts because of fear, worry, and anxiety...and he can't help but focus on himself."
Several giveaway's to lack of confidence are:
-swallowing
-shaking
-high pitch voice
-blinking
The natural stages of development for a person in any arena follow this pattern:
-unconscious incompetence - unaware of incorrect performance
-conscious incompetence - aware of lack of ability/skills
-conscious competence - knows what to do/person needs awareness to be effective.
-unconscious competence - performs correctly without attention/awareness.
From these stages you can see that a high level of confidence would be in the unconscious competence arena. Think about driving for instance. If you can remember the stages you went through in learning to drive; you can clearly see how the 4 stages played out for you...leading up to current level of unconscious competence.
Whether you have the level of confidence you wish to have or don't is irrevelant. The thing is to realize that you will go through all stages to realize ultimate confidence. Its natural to do so; and it is worth going through the first 3 stages in order to get to the 4th.
Angel Armendariz
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