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What do you say to yourself when only you are listening? Are you complimentary to yourself? Or is your self-talk negative, degrading and thinking of less than a desirable outcome? Why is 75% of our self talk negative? Where do we get this scripting from? These are questions that many ponder, and frankly cost companies and individuals millions of dollars in lost sales. OK, enough of the negative. Here is the good news: I have 100% control to update my “adult” ego state and influence what I say to myself and how I forecast my future! Wow, are you in?

In President’s Club (if you attended), our session was a Beliefs workshop. Actually, creating the right beliefs, affirmations and how I speak are the desired outcomes in every selling situation. That’s right; what I say to myself before the phone call, during the phone call, before all meetings, and how I handle adversity. We referred to the book, “Elite Minds” by Stan Beecham, and the work he has done with college sports teams and corporate America. If you haven’t read the book, I highly recommend you read it. In each chapter there were key takeaways; in fact 39 in all. There were many little gems on risk, expecting to win, and forming new habits of success.

Here is your exercise: take some time right now and write out 10 affirmations, statements of “I am” or “I have,” desired attitudes, new habits, and techniques that will help you become more successful. Such as “I am really good when speaking on the phone and convert many conversations to appointments.” Or, “when setting upfront contracts, I am excellent at discussing outcomes.” If getting pain is important to you, “I am really skilled at discussing someone’s challenges, reasons for the challenges, personal impact and quantifying the problem.” Here’s the power: you and writing down your best, most desirable desires. As kids we learned more about the negative self-talk, now as adults we can rewrite the old scripts with new ones and choose the new habits we esteem. So, how is your self talk now?

Good Selling,

Jim Dunn

Sandler Trainer

Jim Dunn

Jim Dunn

Jim Dunn has been a regional franchise owner of Sandler Training since 1992. Dunn Enterprises' Mission is to help people and companies realize their full potential and to train and coach business professionals who believe in growth achieved through on-going reinforcement.