How many times have you sat through a sales meeting or any meeting for that matter where you’ve heard someone make the suggestion: “We’ve got to think outside the box.” It’s a phrase that doesn’t need a whole lot of explanation. In fact, it’s seems like the perfect phrase to capture the frustration we experience when our imagination feels trapped and our thoughts appear stuck to the soles of our shoes.
If we think of this metaphorical box as containing the walls that confine our thinking, then by understanding these barriers we open up the opportunity to break free and take control of our negative senses and use the power of our thoughts to develop new ideas and opportunities. In the Little Red Book of Selling, Jeffrey Gittomer outlined the 8.5 negative senses that the subconscious mind presents and projects when selling, which become the walls that paralyze our thinking:
1. The sense of fear.
2. The sense of nervousness.
3. The sense of rejection.
4. The sense of procrastination or reluctance.
5. The sense of justification/rationale. 6. The sense of self-doubt.
7. The sense of uncertainty.
8. The sense of doom.
8.5. The sense of “I’m unlucky.”
Understanding that our minds move us in the direction of our current dominant thoughts, we have the ability to penetrate these walls by focusing our attention to our positive thoughts and taking back control. When you begin to feel in control, you begin to radiate positive energy, which leads to (sales) success. According to Gittomer, adopting the following 6 positive sales senses is the way forward….
- The sense of confidence…. The air you have about you that’s bred by preparation and previous wins. The best part about confidence is that it’s contagious. You can give it to your prospect. (Don’t confuse confidence with its evil twin – arrogance.)
- The sense of positive anticipation – Everyone has read the best book on the subject before the age of five. – The Little Engine That Could. I think I can, I think I can. Thinking you can is 50% of the outcome (So is thinking you can’t.)
- The sense of determination – The sense of hanging in there no matter what. Determination is having the prospect tell you “no,” and you hear it as, “not yet.”
- The sense of achievement – Everyone subconsciously strives for their goals. Sensing achievement comes from a replay of the satisfaction you gained from making your last sale. Remember how good it felt?
- The sense of winning – Everyone wants to win, but only a few actually do. That’s because the will to prepare to win must exceed the will to win.
- The sense of success – This is the hardest sense to master, because you must sense it before you actually achieve it. That calm feeling of money in the bank. An “I can do it” attitude. And a well-lit path in front of you. The sense of positive purpose.
Earl Nightingale, in his legendary tape, “The Strangest Secret,” says, “You become what you think about.” Truer words have never been spoken. But the secret to “The Strangest Secret,” is – It’s a dedicated self-discipline that must be practiced every day. How close to “every day” are you?
The most interesting aspect of “The Strangest Secret,” is that it contains the counter balance to turn all your destructive senses into constructive senses by employing the strongest sense of them all – common sense.
I’m interested in hearing your thoughts on this. Please leave your comment about your thoughts during your sales process.