What you say to yourself is 10 times more important than what anyone else can ever say to you – the concept is called transformational vocabulary and Anthony Robbins explains this exceptionally well his books and at his events – if you haven’t been to one of his events, you need to go before he stops doing them!

Transformation Vocabulary Lesson

I have been in sales for more than 20 years and it astounds me how potentially great sales people come up short not because they don’t have sales talent, knowledge or expertise, but BECAUSE they have negative self-talk.

They DESTROY their own confidence when they should be BUILDING it.

In today’s lesson, I’ll pick on a conversation between a sales manager and salesperson role playing a lost sales call. The sales manager is a sales MASTER – he is so good, he could sell snowballs to eskimos!

The salesperson is playing the prospect and in the middle of the best sales call ever heard, the salesperson goes quiet. The sales manager asks “What’s up? Have you decided to buy?”

The salesperson sullenly responds “No, I am really upset at all the things you’re saying that I didn’t say on my previous calls… I can’t believe I didn’t come up with that approach and responses to objections…”

That is a DEATH SENTENCE for a sales person.

Write this down:

It’s not what you didn’t do that matters – it’s what you’re GOING TO DO that matters.

If you are shown the way to do it ‘right’ or ‘better’… TAKE IT, EMBRACE IT, REJOICE AND CELEBRATE IT!!!

Then USE IT!

In squash, the principle is “forget about the last point and focus on the next one. You can’t undo the last rally. That’s gone – forever. You have X points until someone wins the game. The ONE who wins is the one who is focused on the NEXT POINT – THIS POINT, RIGHT NOW!”

That’s today’s lesson – quick, simple and priceless.

If you catch yourself over-indulging in self-defeating, self-abusing behaviour BECAUSE you think if you punished yourself MORE, you’ll ‘get it’, that doesn’t work.

So Stop It!