How to Change How You Feel About Sales
When I jumped into sales as one of my life’s pursuits, I hit a major brick wall. The foundation for that brick wall was an image of sales that had been planted in my mind in my youth. That image portrayed sales as a less-than-worthy profession. Can you relate?
However, I wanted to create a richer lifestyle for myself and my family, and everything I was reading was pointing me to the idea that to get what you want out of life you ultimately need to be effective at persuading others, which actually is a broad definition of sales.
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So, I took a leap of faith and dove in. Almost immediately, mental images smacked me in the face. I overanalyzed my actions. That caused me to second-guess every step I took and, many times, backtrack. I felt paralyzed on the inside. While I was in conversations with prospective clients, my mind wandered, wondering what I should say next. More than once, I came out of such a trance and saw the prospective client staring at me because he or she had asked me a question but then realized that I was not listening. This repeated stumbling and falling down led to a serious reversal in my family’s lifestyle—the opposite of what I wanted to get out of sales. I became very distant from my family. I was stuck in my own head, trying to figure things out. Looking back now, I realize that I was probably very close to a mental breakdown. I was in serious crisis.
Then, one day, a friend took pity on me. He sent me two books, both of which shook my old foundation and planted a new image on the screen of my mind. Those two books had such an emotional effect on me that I began to see sales through a different lens. My conversations with my clients became richer. I began to stack my successes, which further fuelled the fire inside me. I sat down and crafted a vision for my life, one that appealed to all of my senses. I mentally rehearsed that vision whenever I had a chance. I set my alarm clock one hour earlier so that I could devote purposeful time to visualization in a relaxed state. I refused to alter the vision until I began to see changes in my life. I ended each day by identifying a few small wins that I had enjoyed during the day and one or two ways that I could improve. The effect of those two books was astronomical! But it took my own actions to ultimately make the change happen.
So, what are the two ways to cause change?
Emotional effect of a life event.
Some of us experience life events that shake us at the core. We wake up from a trance and find the motivation to make a change. Such an awakening can come from a doctor telling you that your unhealthy lifestyle has put you on a sure path to death. It can come from the death of a parent or child. It can come from suffering complete financial ruin. The emotional effect of any of these events can lead to change.
Consistent, spaced repetition.
Some of us purposefully form a new image on the screen of our minds and mentally rehearse that new image. Eventually, the new image takes root, we notice ourselves changing and, in turn, our results compound.
What is the preferred way to change? I prefer the second way, because it is purposeful. How do you employ consistent, spaced repetition? I would love to read about your practices. I will focus on this repetition in my next article.