Some sales trainers will tell you that the location of your sales presentations is of critical importance in making the sale; unfortunately, they don’t all agree what that location should be. Some say that sales presentations should be made in the prospect’s office, others in your office and still others in a neutral zone such as a restaurant. I’m going to break with these folks and say that the only place where truly successful selling takes place is right between the your ears.
The most important playing field in sales is and always has been your mind. Look at any sales superstar and you’ll see this is true. The truly great ones in any field succeed because they have developed the mindset for success. For some, this mindset has developed naturally because of good genes and a nurturing environment. For most of us, though, developing the right mindset takes a significant amount of work and a constant vigilance to guard any progress we make.
The reason for this is that we are under a constant barrage of negative messages from the world around us. We take in so much negative information on a daily basis, it can be a real challenge to keep our success mindset intact. What are some steps we can take that will help? Try these:
First, limit the amount of negative information you voluntarily take in on a daily basis and replace the negative with something positive. I talked about this a couple of days ago, but the point is this: be proactive with your mental intake. Don’t just soak it all up like Sponge Bob…choose what you allow into your mind. Your conscious mind is the filter for your unconscious, so use the filter wisely to sift out negative thoughts. Do like Tom Hopkins says: whenever a negative thought starts to creep in, throw your hand out in front of you and shout “BAD SEED!” You’ll be amazed at how effective this technique is for banishing negative thoughts…and the people who would spread them.
Second, and perhaps even more important, I want you to start consciously choosing to be optimistic. Focus on the good things, the things you are grateful for. Remember that no matter how bad things might seem right now, there is almost always someone who is in a worse plight than yours. Optimism is a choice. You get to choose in each moment how you are going to react to what the world is offering you. The more often you choose to react with gratitude and optimism, the more you will see the world around you respond with things to be grateful for.
Great post. I find that your “head” can help or hinder in many different life situations. But, you can influence thoughts by surrounding and thinking “positively”.
Marci Reynolds
http://salesoperationsblog.com/
I still don’t see myself as a salesperson (though I could learn!) but I do know that in my own life, I’ve accomplished what I’ve believed in, and failed utterly where my head wasn’t in the game. It’s never been about skillset, support systems, whatever. My business, my life, my music—positive mental attitude equals getting the job done and enjoying it. Far too many wildly positive examples in my own life not to believe that I’m creating my own success by how I think about what I’m doing.
Thanks for the comment, Marci. You’re absolutely right: the decision to think positively is your choice. If you proactively make the choice to be positive, it will show in your results.
Great post, in today economy many people look for the negatives not the oppprtunities that are presented to them.
Good article. I ‘positively’ enjoyed it.
I have found that days in which I employ the positive approach, the day goes by more quickly, business contacts work out, the world falls into place. A positive attitude seems to affect good luck in, well, a positive way.
Keep it up, Jerry. We all need these reminders, and frequently!
BW Canfield
Brett@BWCanfield.com
[...] fourth post discussed the need to win the battle between your ears by choosing optimism. Despite what many people think, optimism is a choice. In fact, it’s [...]
I can’t remember where I heard it, but it’s a great quote: PMA = OPM (Positive Mental Attitude equals Other People’s Money). It may sound a little crass, but it’s not. It’s a simple fact: your positive outlook makes it easier for people to buy from you.
Thanks Brett! I know that choosing optimism has always worked out better for me in the long run. Glad you enjoyed the post!
Exactly! If you look for bad news, your going to find it. Of course, the opposite is true as well: look for the good, and you start to see more of it.