Different zones:
1. comfortable
2. learning
3. uncomfortable
4. panic zone
Use as a tool for feedback
Clients are not paying us to stay where they are
Put the bold request in context by advising it goes beyond the client's thinking
Identify false expectations that appear real
Substitute fear for curiousity and fascination
At the heart of fear is inactivity. In a powerful request we face the fear eg of failure; pain; unknown; success (and the stress that goes with that success)
Replace your fear with faith - faith leads to actions which leads to change
If fear has hit the panic zone; overwhelmed - that might be a UAC
Identify the self limiting belief and the doubt loop
Asking someone to rise above themselves is powerful
eg a sales mgt advertisement offered $50K salary and received 240 applicants. The same ad was run with a $250K salary and only 2 applied
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