Your mind leads the way. Your mind controls how many sales you book. And it can help you make 2018 your best sales year ever, if you let it.
Let me tell you about Dr. Aaron Beck, 1965 University of Pennsylvania. The man who discovered/invented Cognitive Therapy.
What does that have to do with increasing sales? E V E R Y T H I N G.
Dr. Beck discovered a profound, life changing series of cause and effect relationships and it is the basis of his cognitive therapy.
What he discovered was this:
Your thoughts create your feelings; then your feelings determine how you act, and then your actions produce the results in your life. Cause and effect. Thoughts cause feelings.
Thoughts > Feelings > Actions = Results.
What does that have to do with increasing sales?
You need to feel a certain way to be successful as a sales pro or sales manager leader. Right?
You need to feel:
- Super confident (how many cold calls do you make when you feel weak and afraid?) Hello!
- Inspired
- Energetic
- Optimistic
- Determined
- Driven
- Valuable / helpful
- Capable
- Worthy
The more of those feelings you have the more you will engage in the high impact activities that lead to sales success. Activities like:
- Planning
- Prospecting
- Asking questions (building funnel)
- Dealing with objections
- Presenting
- Negotiating
- Closing (while protecting margins)
The opposite is true too.
The less confident you feel, the less energy you have, the less motivated you feel = the fewer calls you make, the fewer meetings you go on, the fewer questions you ask = weak funnel, poor sales and crappy commissions checks.
So obviously the mind, your mind controls your sales success.
Thank you for explaining that to us Dr. Beck.
Now what Chris? What do we do with this knowledge to increase our sales?
E A S Y.
Reverse engineer the process.
If you need to feel; confident, inspired, determined, energetic, strong, capable, etc. to engage in high quality, high impact sales activities consistently you need to purposefully think thoughts that create those feeling within you.
Get it? Simple. Create the feelings that drive your actions that = the sales results you want.
Simple but not easy. Taking purposeful systematic control of the content of your conscious mind will be one of the hardest things you ever do.
My challenge to you is this.
For 21 days become a P U R E L Y P O S I T I V E T H I N K E R.
Play a game with yourself. Monitor your thinking.
Whenever you catch yourself thinking a; negative, evil, critical, destructive, angry, cynical thought change it immediately (because those negative thoughts will force you to feel consistent with them and those feelings will not lead to you doing more higher quality sales activities)
It is an automated process that drives consistency between thoughts and feelings.
- Think strong, feel strong.
- Think weak, feel weak.
Everything counts, there are no neutral thoughts. You are either moving toward more sales or away from more sales. Everything counts.
If you doubt it read Dr. Joseph Murphy’s book entitled The Power of Your Subconscious Mind and learn the truth for yourself.
What do you say to yourself when you catch yourself thinking destructive thoughts?
E A S Y
- I am a prospecting machine.
- I book ___ meetings per week.
- My funnel is always 3x and super qualified.
- I exceed plan every month consistently.
- I am responsible.
- I like myself.
- I can do it.
- I am a total winner.
- Customers love my ideas.
- I earn $ ________ (add 30% to whatever number you previously had in mind)
Or whatever you choose that will make you feel terrific about yourself.
It doesn’t even have to be true; if you think it over and over a powerful consistency force that resides in your subconscious will take over and make you feel consistent with the thoughts, even if the thoughts are not true. It is truly amazing how it works.
Your mind leads the way.
If you consciously control and direct your thinking, you will manufacture the feelings that drive the activities that create the sales results.
It is one of the most powerful applications of the law of cause and effect in the entire universe and you have 100% control over it every minute of every day.
Your thoughts control your feelings. Who decides what you think? Hello.
In summary:
1. Thoughts lead to feelings
2. You need to feel confident and strong to win the sales game
3. Go on a 21 day purely positive thinking diet
Become a purely positive thinker for 21 days and it will change your life, funnel and sales results.
If you have any other tips on this subject, stock tips, golf tips please share them with me at cbennett62@shaw.ca
I’ll see you at president’s club (I’ll be giving a live class on this) because with your new thinking strategy… you’ll be there too!
Rock and roll sales pros!
