Invisible Scripts
I came across LA-based How to Get Rich podcaster (I know, bear with me here) through removing self-imposed constraints that prevent someone from accumulating more (any) wealth.
Whilst I'm not one to dwell on these kinds of internet marketing themes, and certainly don't endorse this particular self-styled guru, I think we can safely say there's generally something in the 'believe to achieve' trope. So long as we fall short of full blown manifestation idle dreamers.
Touching on a bedrock aphorism of the genre from Henry Ford;
"Whether you think you can, or you think you can't, you're right".
There's screenfuls of mini-mantra filled talk; find your freedom, reprogram your mind, unlimit your finances.
The aim is to reject such hidden blocks holding you back.
Mainstays he cites include 'I'm bad with money', 'investing is gambling for the wealthy' or 'money changes people'.
He suggests our attitudes are formed from childhood. Which was the part that reminded me of being in a long since sat through B-School lecture. As part of a Business Psychology module, its title, Financial Socialisation.
Which instantly made me ponder on Buying Socialisation. Which although not quite in this phrasing, is very much a thing in our B2B world.
Consider how many knockbacks someone with the very problem you vaporise may have suffered hoping for a previous sign-off which ultimately failed to materialise. Or when they'd gain consensus on a proposed business case that then never became reality. Or they put their faith in a seemingly bona fide supplier, only to be damagingly let down.
Such barriers sprout from other sources too. 'The boss always says No'. 'We must await the incumbent upgrade'. 'Maybe when the economic clouds clear'.
Which suggests we ought collect prospect 'invisible scripts'. Perhaps in similar fashion to positively capturing objections.
Uncovering them allows us to demonstrate empathy with them. Be heard understanding them. Beginning to build an alternative route around them.
These are, he suggests, often so baked in that people don't even realise they're there any more and so now go unquestioned. Hence the label 'invisible'.
Maybe it's time to make these visible for our prospects.
+ if you're interested - & yes I know, he's in the back seat of a moving car sigh - here's his sixty-second clip (originally posted 20 May 2022) of this in self-motivation context;