Take Out the Trash
Is your head trash piling up?
The term head trash came up throughout a conversation having a colleague and he employed the phrase to describe the mental garbage that affects the efficiency of most sales folks. Head trash is really a collection of limiting thoughts or concepts that avert you from taking specific action that will assist you to create better results. Here are a couple of examples of how head trash can have an effect on you.
Within a sales training workshop I carried out to get a specialty retailer, many folks stated that they didnt bother looking to close any company before 11:00 AM since they knew that every person who came into their retailer prior to that time was just comparing their price with among their competitors situated close by. A sales individual in a manufacturing firm told me that her buyers wouldn't spend full value for her goods due to the fact a major competitor sold comparable products for much less funds. As a result, she regularly offered her consumers a discount even prior to they asked. One more sales rep confided that he believed that the lowest attainable value was the only factor his buyers wanted from him and his business. He had held this belief for so lengthy that nothing could dissuade him from this line of pondering.
Head trash can impact you in distinct methods. Throughout a morning workout I caught myself considering that I could not full a particular exercising and this self-limiting believed prevented me from continuing. But, on most other days, I breezed by way of the workout with a lot much less strain and work. From a sales point of view, in the event you believe that a prospect won't be receptive to a brand new product, thought or remedy, your ability to present that idea in a good manner is drastically lowered. I have observed sales folks speak to clients at wonderful length and in the finish of their conversation ask, You dont want to order this do you? They've convinced themselves even before they ask for the sale that the client will not be interested.
The lead to of head trash varies. Intense fatigue from lack of sleep or illness is 1 typical result in because your physical well-being contributes to a less-than-optimistic outlook or mindset. Another trigger is associating with negative-minded people. I as soon as worked with a person who always saw the glass as half-empty instead of half-full and following even a short conversation with him, I always felt drained and pessimistic.
One of the most typical result in of head trash will be the encounter you have had with a particular task or assignment. For example, you could possibly be expected to cold call to produce new leads and prospect. Nevertheless, in case your knowledge with cold calling has not been constructive and also you have failed to find certified leads then picking up the telephone will likely be a grind and also you definitely is not going to enjoy creating the calls. And, if you do at some point pick up the telephone, your tone is not going to convey the desired message to your prospect.
To achieve the results you deserve and are capable of it's essential that you simply dump your head trash. While this can be simpler stated than done, applying several strategies will aid.
Initial, focus on what you are able to do. With a positive outcome. Rather than pondering of the unfavorable aspect in the job, focus on the very best feasible outcome. Let's return to the cold calling instance for a moment. In case you put your self in to the mindset that generating these calls will create new enterprise, or in the extremely least, that they will allow you to connect with new and fascinating folks, your willingness to invest in this activity will significantly improve.
Next, take action instantly. Many people procrastinate when head trash invades their thinking and this prevents them from moving forward. However, taking 1 step or little action supersedes the wish to stay complacent. I feel it was Confucius who said, A journey of a thousand miles begins having a single step. I've learned from experience that making a hard telephone call eliminates the need to procrastinate and stimulates my want to take further action all through the day. And, as I continue to take action, the trash that might have collected in my head is emptied.
It is also essential to associate with action-oriented people who help your ambitions and objectives. I commence the week by speaking to a superb friend of mine each Monday morning. Throughout our conversations we talk about the challenges from the earlier week and explore choices and concepts. I also belong to a Mastermind group and when we meet every single month, we help one another appear for new possibilities inside our respective corporations. All of those conversations assist get rid of my head trash and motivate me to attempt new approaches and apply different suggestions.
Take out your trash and watch the difference in your outcomes.
2008 Kelley Robertson, All rights reserved.
