Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As important as these things are, your personal emotions will often determine your level of attainment and financial success in your selling career and in other areas of your life. Regrettably, many sales training books and courses ignore this area completely.
In this series of 8 articles, I will give yo some strategies that will help give you the edge in order to Sell at Mastery! While these articles are primarily focused on the sales profession, there are so many of these concepts that cross over into everyday living. This is article 2 in the “Are You Emotionally Ready?” series. I invite you to discover all 8.
Hopefully these powerful points will be thought provoking enough for you to want to increase your understanding of these concepts.
“Change your emotions, when needed, in order to alter your subsequent actions”. Feelings and emotions that produce happiness and a positive attitude are great. They will propel you forward. When these do occur, you usually need to change nothing!
On the other hand there are feelings that create emotions that produce sadness or anger that are not so great because they weigh you down and drain your energy and creativity. There is a simple two-part strategy that can enable you to remove these bad (negative, angry, destructive or unproductive) emotions from your life.
Understand that feelings just happen in response to a situation, any situation. You can’t prevent experiencing those feelings in any way that I know of. The emotions that arise out of those feelings are also, by and large, not preventable either. However, the actions that they can produce are absolutely controllable, as are the lingering negative feelings and emotions. When you have mindful conscious awareness of your feelings and subsequent emotions you develop the power to choose your future actions along with your future thoughts.
There is a moment, for some a very brief moment, between the experience of feelings and emotions before actual action is taken. What you choose to do in this moment is critical to the action you will take and the results that you will obtain (understand that for every action there is a consequence).
The first key here is to stretch out that moment for a second or two, longer if needed, so that you can analyze then consciously choose your action rather than just reacting to something and making the inappropriate choice of actions.
Most reactive actions are in response to programming built into our DNA that relates to our fight or flight mechanism. It is there to protect us in life threatening situations. But let’s face it, most of the situations we encounter on a daily basis are not life threatening and therefore don’t demand a reactionary action. Slow it down, think it out and only then take action. Take the positive action that will serve you or someone else. The old wisdom to count to ten when something disturbs you is actually very powerful advice.
The second key is to replace your negative thoughts with positive ones. Because what you think about grows. It is actually impossible to have a positive and negative thought in your mind at precisely the same time. Therefore, work to displace the negative thoughts with positive ones and your feelings will change.
Here is a simple example of what I mean. Perhaps you see a car accident unfold in front of you as you are on your way to work in the morning. You call 911 and stop to lend assistance. There are seriously injured people and you feel upset, sad and perhaps angry because people are hurting. These are all perfectly natural feelings and emotions. However, if they are not put aside and replaced with positive thoughts you will likely be unable to do anything of value for the rest of the day.
Once the paramedics arrive and you can be on your way, you will now be in a position to pause and choose your ongoing thoughts. You can allow thoughts of that accident and injured people to linger in your mind all day which will weigh you down and distract or even depress you. Not a good thing. Or, you can replace those thoughts with ones where you have helped these people the best you could and they are now in the hands of professionals.
A much better thought process, don’t you think? You can be grateful that more cars were not involved. you can be grateful no one died. It doesn’t matter which positive thoughts you choose to use. These new thoughts will allow you to put the incident behind you so you can get on with your day.
Just one final thought here. Do your best to avoid situations that consistently lead to your feeling bad. For example, if watching the news every night after dinner upsets you, quit watching the news. The truly important stuff will find you. The rest of the sensationalized ‘garbage’ is largely irrelevant in your life.
Look for the other 7 articles in this series, then begin to reap your personal and financial rewards.
Jim Masson is a sales trainer, business consultant and author. Jim has published 3 powerful new “at Mastery” e-books to help you earn more, more often. “An Introduction to Selling at Mastery”, “Selling at Mastery” and Manage Your Sales Floor at Mastery” are ready to turbo charge your selling or serving career.
If earning more money is on the top of your to do list, visit http://www.sellingatmastery.com/ for a complimentary download of “An Introduction to Selling at Mastery”. No charge and no obligation. Decide to sell and serve at Mastery, starting now!
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