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Overcome Your #1 Enemy |
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In the field of sales, there is no shortage of reasons to justify why we are not successful. The simple fact is that each of us is our #1 enemy when it comes to achieving success as a salesperson. This article shows us how to work with, instead of against, ourselves on the journey to success. |
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| Author: Rollis Fontenot Iii |
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It can be tough to change your thinking because it’s habitual, but awareness is the key...You will be amazed by the results!
We suffer from a lack of self-confidence, stemming from childhood and past failures. We worry needlessly about the prospect we couldn’t sell rather than placing our energies on the prospects who will buy.
We tell ourselves all sorts of untruths about ourselves, our abilities, the economy—you name it. However, what we tell ourselves has a big impact on how successful we become.
If you tell yourself that you will not be successful, it will almost certainly soon become a self-fulfilling prophecy.
Are You Listening to What You Say?
It has been said many times that it’s best to “let it all out,” “just be honest with yourself,” or “acknowledge the facts.” But is this true? Allow me to test this theory.
Wherever you’re located at this moment, look around you. In order to get where you are right now, did you have to vocally acknowledge anything? Did you have to let anything out before you could start reading this book? On your last driving trip, however short, did you have to verbalize any of the obstacles on the way before you could continue, such as passing a car or maneuvering through construction?
Of course not! It would be ridiculous to verbalize these things out loud as they happen, especially to yourself. Verbalizing the obstacles doesn’t change the reality, does it?
This is even true of our personal challenges and internal difficulties. There is no tangible benefit to verbally acknowledging certain things unless it’s for a specific and useful purpose. Below are some examples of what a useful purpose would be:
· To encourage or uplift another person.
· To warn another person of possible or impending danger.
· To communicate with someone (including yourself) for the purpose of finding a positive solution.
While I’m not advocating that you hold in your emotions to your detriment, most of us tend to complain a lot and create negative circumstances around us. It’s a bit of an epidemic, and it does none of us any favors.
In other words, if you’re not using your tongue in the right way, it can be very destructive to you. Of course, this also applies to negative thoughts. Don’t forget about The Power of Positive Thinking by Dr. Norman Vincent Peale. Positive thinking truly is powerful!
Here is a short list of non-useful or harmful verbal acknowledgements or thoughts:
1. I can never get a break.
2. I wonder what else could go wrong.
3. It probably won’t work out.
4. I was never good at this.
5. I hate this part of the job.
6. I don’t like this client.
7. He probably won’t buy anything from me.
All of these statements send the wrong message to your subconscious mind. By saying such things, you’re asking your subconscious to fulfill undesirable wishes. In essence, you’re teaching your subconscious too much about what you don’t want instead of what you do want.
So, when you catch yourself making these kinds of statements, replace them with positive affirmations. You don’t have to immediately believe the affirmations. Remember that you’re “training” your subconscious mind. You’re creating a belief in the affirmation statements over time as you repeat them. This is the true power of positive thinking!
Here are some possible ways to rewrite the previous negative statements. These are written in a general way, so don’t forget to make them personal and specific to you:
“I can never get a break” becomes “Things always work out well for me” or “I will have a great day today and will make __ sales or contact ___ new prospects.”
“I wonder what else could go wrong” becomes “I wonder what great thing can happen for me today.”
“It probably won’t work out” becomes “It [specify what it is] will work out well.”
“I was never good at this” becomes “I’m very good at this [specify what this is].”
“I hate this part of the job” becomes “I find enjoyment in every aspect of my job.”
“I don’t like this client” becomes “I find something to like in everyone I meet.”
“He probably won’t buy anything from me” becomes “This prospect will buy from me.”
Get the idea? If you begin to pay attention to the statements you make and your recurring negative thoughts, you will see that you have your own lines that you repeat habitually. Begin to become aware of them, and turn them around to the positive.
It can be tough to change your thinking because it’s habitual, but awareness is the key. Over time, you’ll find that you catch your negative thoughts more and more often or catch yourself when you make negative statements to your friends and colleagues. As your awareness increases, you will begin to stop yourself before making the statement, and a gradual change will take place. You’ll be amazed by the results!
Here is your Recession-Proof Action Plan to implement right away:
1. Cease complaining or stating anything negative unless you are seeking a solution.
2. Ask someone you trust to point out to you every time you use negative language or complain.
3. Take a negative statement that you have used in the past, and write it down, rephrasing it in a positive way.
This information was taken from the book, "Go Out and Sell Something! The Recession-Proof Guide to a Successful Sales Career" which can be purchased at Amazon.com. All Rights Reserved Copyright 2009
About Author
I entered the wonderful world of sales in 1988 selling men's clothing in Orange, Texas. After that, I gained experience selling a wide variety of products and services, including contract work, water filters, electronics, appliances, and automobiles.
It was 1996, however, when my dream machine and personal development quest really started. I joined a network marketing financial services firm. I continued to work in the financial services field for 8 years. Three of those years were with the largest brokerage firm in America at the time with 12,000+ reps and more than $1 trillion in assets. In 2004, I went to work for Alliance Recruiting Resources, as a medical recruiter and divisional sales manager helping my department grow FIVE-fold within 4 years.
I am Author of the newly released book entitled, Go Out and Sell Something! The Recession-Proof Guide to a Successful Sales Career.
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