MOTIVATION
on the job into aggressive daydreams such as: “I wish I could hire a hitman to break my customer’s bones since he didn’t buy from me!”
The human mind is truly amazing – so amazing that Woody Allen claims: “The brain is my second favorite organ.”
Considering its complex function, the human brain can be compared to a cow’s stomach. Cows digest food in several different stomachs, while people digest in one. While cows seem to have rather simple minds and complex digestive systems, people have simple digestive systems and rather complex minds – complex because we can digest one real-life experience in seven different ways. Let’s look at how it works: 1. Chewing (or: to grind). We absorb the boss’s lecture about the new sales quota. We ob- serve the prospect’s negative nonverbal expressions while we present our product. We take in the drama of life.
How to Stop Negative Thoughts (that Hold You Back)
SELLING POWER EDITORS
Success in selling requires a clear mind and a positive attitude toward oneself.
Unfortunately, our electronics industry has not yet come up with the two tools that seem absolutely essential for being successful in the profession of selling: the “positive attitude ener- gizer” and the “negative experience zapper.” While the energizer pulls our scattered wits together, the zapper eliminates bad experiences even be- fore they can enter our brilliant minds. (Since both instruments are still at the testing stage in a Japanese company,
12 | OCTOBER 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
this article may help you avoid going “out of your mind” until you are able to purchase an energizer and a zap- per in your local drugstore.) What goes through your mind when you start your day – when you travel to your client...when you take your lunch break? Do you daydream? Do you plan each step as you move on? Do you give yourself a little pep talk before seeing a new prospect? Have you ever translated your frustrations
2. Swallowing (or: to gulp). After the grinding stage, we transfer the experience. We may respond to the boss with an expression of approval and react to the client with a forced smile. We respond with behavior we consider “so- cially acceptable.”
3. Digestion through logic (or: to hiccup). As we respond, or shortly thereafter, we may experience a stream of thoughts such as: “My boss is coming on strong today” or “This client appears uptight. What did I do wrong?”
4. Digestion through emotion (or: to hash over). In this phase, your stream of thought starts to select corresponding feelings such as: “I feel a bit anxious about what the boss said today” or “This cli- ent left me with a bad mood.”
5. Chewing the cud (or: to rumi- nate). Your thoughts and feelings begin to produce a series of daydreams, such as: “My boss must have been drunk when he set the sales quota...I get a
CHUENMANUSE /
SHUTTERSTOCK.COM
Helps Reps Take Control of Their Responses To Stress and Rejection
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50
