Today’s post is one of the concepts I learnt ab out 25 years ago that I attribute to giving me laser-beam clarity and focus that astonishes people who get to know me personally. It’s how I got out of technical support and into the top sales position in 12 months.
It’s disarmingly simple. When you are selling (or playing a sport), you are in your own mindspace, thinking about what you’re going to do. If for example, during a sales call, someone says something ridiculous – they take up space in your mind as you grapple with the absurdity of the statement – IF YOU LET IT.
In some cases, a disatisfied client needs to rant, sometimes you just need to listen, but when you ACCEPT it into your mind, it’s there, taking up space and paying you no rent!
Stop it!
You know what I’m talking about…
Stop it!
Otherwise you are renting out your mindspace for free and your sales are going to suffer.
You will lose more points in your game of tennis, squash or score fewer points in rugby, football, soccer…
Stop renting out your mindspace for free.
How? Simple – REJECT IT OUTRIGHT – kick it out like an unwanted visitor. Stop repeating the statements or comments and get your self-talk back on track to close the sale or win the next point.
In squash, I’ll repeat “Focus… Keep your eye on the ball… Wait before moving… Get ready… Breathe…” Near the end of a game it’s “3 more points, Breathe… 3 more points, Breathe… 3 more points, Breathe… 3 more points, Breathe…”
When I am on a sales call, I will repeat the NEXT thing I want to say INSTEAD of repeating the objection or complaint in my head. When the call is over and if the sale was not made – It stops there. I don’t re-play the words in my head again, I don’t share it with my colleagues, reinforcing it. I leave it behind once and for all.
I don’t forget it, because there is a lesson to be learnt, but I won’t let it dominate my mindspace – I can’t afford to let it.
The mind cannot think of two things at once.
You are either thinking what someone ELSE wants you to think or YOU decide.
It’s your choice, so make the choice!
I know this sounds easy to do – IT’S NOT. But it is the difference between winning and losing, making heaps of cash in sales and scrapping by to make a living…
Food for thought and timely as usual.
Thank you for your ongoing support and direction.
While Monday and Tuesday are a blur, today my mind and attitude was set in stone this afternoon. Only 30 minutes after speaking with Monica, we met Amelie’s head doctor at the RCH. He introduced himself, told us that he had seen the results and that we would beat the cancer. He was in the room for no more than two minutes, but left with the following phrase “form here it is only Onward and Upward!”
Eat well. Eat safe!
Gavin Buckett
http://www.AustralianFoodSafety.com.au