Tag: sales

Evolution On The Move

We have moved into a new office at the Health and Wellbeing Centre in Truro.

Ten years ago we were incredibly proud to move into the truly iconic Engine House in St. Agnes.  The newly renovated building was a flagship project for Carrick District Council and the development was considered by them to be a “positive contribution to the World Heritage Status site.”

We successfully bid for shared tenancy with UKnetweb and we all moved in: Two businesses, one big happy family.  We loved (and still love) this wonderful building as did everybody who visited.

However, it is fair to say that the building did not come without its problems.  Before the renovation it had been roofless for over 60 years and it was never designed to be sealed and enclosed.  It has been estimated that the walls hold approximately 40 tons of water so it is no surprise that damp was an issue from the start and visitors may remember that the building appeared to have a bad case of dandruff as we struggled to keep the paint on the walls.

Despite replacement pointing and the addition of an expensive air circulation system, the damp problem has become worse over time leading to extensive mould growth and, during certain weather conditions, water actually running down the inside walls.

So it is with great sadness that we have had to concede that the building is no longer a safe or healthy place to work and we have all moved out whilst we negotiate the best course of action with our Landlords at Cornwall Council.

Evolution is now based in The Health and Wellbeing Centre at Treliske.  It is lovely to be surrounded by other, wonderful businesses and particularly nice to be warm and dry.  We are considering this to be a very enjoyable sabbatical and hope to bring you news about the future of The Engine House soon.

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If you are in the building feel free to pop in and say hello (unless we are out working with clients) otherwise you can continue to contact us on the same telephone number and email address.

+44 (0)1872 555939

What Is The Ultimate Question

Yes it is, it’s not who? or where? or how? or when? or why?

What? is the ultimate question.

The question that will give you the answer you need; to change, develop, grow or do whatever it is that you want to do.

Of course, the important bit is what comes after the what?

What? can give you a specific response such as, “what colour is this car?” It can also ask you incredibly powerful, insightful, motivational questions such as, “for what purpose?” which is a much more abstract question than, “what colour is this car?”

It can help you solve problems: “what was the reason for this?”, “ What happened after the second step?”, “What made you decide to do it this way?” It can help you with decision making: “what do I need to do next?”, “What step is the next logical step for me to take?”

So now you know it’s the ultimate question, which what? do you choose? The answer of course is. it depends on the outcome you’re looking for. So the first thing to do is set a goal. Once you have set a goal, it makes it a lot easier to ask the right, most insightful, most penetrating most valuable what? question you can possibly construct.

And what? is at the root of the well formed outcome process – the best way of setting goals there is. The first question in the process is, “What specifically do you want?”

Then we have questions like, “what evidence will you have to prove that you have achieved your goal?”, “What will this goal get for you?” Or, “what will it enable you to do?” and, “What will you gain when you achieve this goal?”, “and what will you lose?”

What? can help you understand what you have learned. After getting a whole load of information that you have thought about and processed, ask yourself the simple question: “so what?” It can also help you with your own motivation. Asking yourself, “what’s in it for me?” is going to help you achieve what you want to achieve. We are much more able to perform higher when we are more motivated.

And in a Negotiation asking, “if we give you x, what are you going to give in return?” presupposes that you are going to give some concession. Similarly, as a trainer or teacher, asking, “what questions do you have?” presupposes that there are questions and you are much more likely to be asked questions than if you ask, “are there any questions?”

As a coach, “what do you think you need to do to improve your performance in this area?”, “what would happen if?”

Of course, What? is supported by its less versatile siblings where?, when?, who?, how? and why? but these are all focused on process. For example, “how are you going to do this?”, “where are you going to go to do it?”, “Who’s going to help you do it?” You need to answer the first question which is what? There is of course the black sheep of the family Why? – which is a justifier. Why? should be avoided at all costs if you are trying to elicit some information or movement from people. But why? is the question we use an awful lot. It is a shortcut. It requires no thought, “why have you done that?” is much more likely to be met with an answer like, “I don’t know” than, “what made you decide to do it that way?” This is a much more effective way of getting the right information at the right time in the right way from the right people.

So, what? is very versatile. It can ask specific questions or it can ask abstract questions. All the other open questions are much more limited in their field of operation. So next time you are going to ask a question, think about what you want to achieve, choose an outcome and think about choosing a what? question rather than any of the others. You will find it adds real value to every interaction you make.

How Can Shreddies Help Me Manage Change?


If your brain was a computer, metaprogrammes would be the software running on the computer.

Just as a computer has to take in and analyse huge amounts of data to produce something we can make sense of, our brains have to do the same.  Without the software, a computer would be unable to do this task, just as, without metaprogrammes, our brains would be unable to sort, analyse and form a perception from the huge amount of data available to us.

These metaprogrammes decide what information we are going to take notice of and what we are going to delete; they decide how we are going to distort the information and what generalisations we are going to apply to the information we are processing.

This is why several people can have the same experience and respond to it in totally different ways.   Looking at an audience in a presentation, some people may be hanging on your every word, some people may be bored, some may just not have a clue what you’re talking about.

Understanding metaprogrammes can help you in all areas of life including managing change, sales and marketing, improving communication, self confidence and relationships.

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How Can NLP Help with Sales?

By Martin Crump.

Martin is a Director and co-founder of Evolution.  He is a certified NLP Master Trainer with a wealth of experience of working with organisations of all sizes and types across the UK.




Who are you most likely to buy something from – someone you like? Or someone you don’t like?

The majority of people would say that they prefer to buy from someone they like.  You may buy something from someone you don’t like if it’s a really good deal – but you will not feel as good about your purchase as you would if you really got on well with the vendor.

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Using Specifically Vague Language in Your Advertising

The Milton Model and Advertising

I’ve been working with various people recently helping them to see the direct benefits NLP (Neuro Linguistic Programming) can have for their business and how they can apply the tools, techniques and models to help them improve the performance of their business. Read More

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