How To Help People Achieve Great Results the T-F-A=R Model

• 1. +The T-F-A=R ModelHow to help people achieve great results Enhancing CommunicationNLP Business Training Programme

2. + The Behaviour EquationThe process of how we achieve resultsThoughts Feelings Actions = ResultsTFA=R 3. + Inside World and Outside WorldWe do everything in life twice. Once in our inside world (our imagination), and again in the outside world,the place where we take action to get results.For example, think about how you got dressed today.There was a specific process you went through (even if it was just to put on the same clothes you took offyesterday!!) before you took action to get dressed. You had to think about what you would be doing today.People get dressed in all sorts of different ways. For some this is so automatic they dont consciously knowthey do this, for others, choosing what to wear can be a challenge that takes time!!How someone gets dressed is specific to them. This example is not just about dressing, it is demonstrating thatpeople go through a mental process to achieve a result or outcome.This process starts with a thought, which creates a feeling that propels the action to achieve results.A result in an outcome. Whether the outcome is what you expect or not, it is still a result. 4. + How someone gets their results.Often business leaders try to help someone get their results by getting them to focus only on whatactions they are taking.For example, a sales manager may have someone who usually achieves their target, but is strugglingto achieve their current target. They try to help them by checking to see how many appointmentsthey are making, how many customers they are meeting etc.It is important to know the actions that someone is taking, but this is only half the story. You are onlyfinding out what that person is doing in their outside world. You have no idea what they are thinkingand feeling, about achieving their target in, their inside world.If someone is thinking that they cant do something or that it is going to be hard to do, this createsfeelings of being scared, nervous, inadequate etc not very resourceful!Our brain has the most amazing ability to pick up signals from people that lets us know how someonefeels about something.When someone is uncomfortable talking to you about their product or service, it is highly unlikelythat you will feel confident doing business with that person. You may not know why you dont wantto deal with them, but something just doesnt feel right. 5. + ThoughtsIf you think you can do a thing or think you cant do a thing, youre rightHenry FordWe dont really know how many thoughts we have, as the estimates go from 25,000 to 130000 a day.Lets just say that we have lots of thoughts!!!Most thoughts pass though our mind without us taking any notice or action. Then there are thethoughts we pay attention to.We dont know what makes us pay attention to a thought but when we do, something happens. Weget into an internal conversation with these thoughts and, during this conversation with yourself,chemical changes take place in the body.Lets take the example of our struggling sales person. Their manager has even given the team specialoffer on their products to help increase sales.This person has lost their confidence and is dreading going out to see potential customers.Their internal conversation could go like this. There is no point in going to see people at the momentas they dont want to see sales people. It is a waste of time as nobody is buying anything, even withthe special offers we have at the moment. There is no money around and I will never get my target.. etc 6. + Our life is what our thoughts make it Marcus Aurelius This conversation they are having with themselves in their inside world, is creating their own perception of what is happening in the outside world. This is sometime known as their Map of the world. This may be completely different to the reality of the situation as there are probably other people in the team who are achieving their target. These people are achieving their targets because the are thinking differently from the way our struggling sales person is thinking! Lets look at their teammate, who is achieving target and looks forward to seeing their potential customers. Their internal conversation may go like this. I am going to talk to this person about our products and services. I wonder how big their order will be as lots of people are taking advantage of our special offers at the moment These are examples of the different ways that two people can think and talk to themselves about the same situation. We are not talking about positive thinking here, just noticing how different ways of thinking create different outcomes! 7. + FeelingsWhat we think we become BuddhaPaying attention to a thought creates a chemical change in the body, what we call a feeling oremotion.Our struggling sales person is probably creating uncomfortable feelings of hopelessness and despair.Some of these feelings can be physical sensations of their stomach churning, feeling sick, sweatingand voice quavering.Their body is just reacting to what they are thinking!!The other sales person may be feeling good, energised, curious about how their day will go, clearheaded and looking forward to talking to people.Their body is also just reacting to what they are thinking, this time in a different way!!In other words two people are feeling very differently about doing the same job, only as a result ofwhat they are thinking. 8. + ActionsSuit the action to the word and the word to the action William ShakespeareThe actions people take in the outside world are a result of the thoughts and feelings that theyhave in their inside world.How motivated is our struggling sales person feeling about going to visit potential customers?There is no point in a sales manager just focusing on getting them to change their actions, withoutaddressing how they think and feel about the situation.The Sales manager can start to find out more what is happening in that persons inside world byasking the four magic questions Check this presentation outThese questions are designed to find out what is happening in their inside worldBy helping someone believe they can do something and they feel good about it, this will producethe energy to go out and take action to achieve their results.Sometimes when someone already believes they an achieve something. In other words they areok in their inside world all that has to be addressed is that are they taking the right actionsneeded to get where they want to be? 9. + ResultsThe definition of insanity is doing the same thing over and over again andexpecting different results Albert Einstein TFA=RTo help someone achieve great results, find out: What they are doing - what actions they are taking. How are they feeling about doing this. What they are thinking and saying to themselves.Identify what part (if any!) needs changing. Is it thinking, feeling or doing something differently Changing any ONE of these parts of the equation will always change the results! 10. +RoundupI trust you have found this introduction useful in understanding how Thoughts- Feelings- Actions =Results.Often people are not aware of what they are thinking and feeling. They will only be comfortable todiscuss things this personal, openly and honestly, when they both trust you and understand the valueof why you want to know this.It is the job of a good leader build trust in their team, by connecting and communicating and helpingothers feel valued and appreciated.This is an introduction to the many leadership skills I teach and take a look at the other slidesharepresentations in this series.To find out how I can help you and your team enhance your communication skills or to train as an NLPBusiness Practitioner contact me for your complementary consultation.I look forward to hearing from youFiona 11. +Contact information+ 44 870 380 0823emailWebsite LinkenInYouTube Channel