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March, 2011
Motivation Monthly |
Greetings!
Greetings and welcome to Corporate Motivation, Inc.'s monthly newsletter! No matter what your title or responsibility within your organization, everyone is involved in sales and that's what we are talking about this month. We have a great article discussing how to keep your mind positive using the techniques the pros use. These proven techniques result in greater response from your clients and an increase in your bottom line. We also have new green ideas for you, as well as, exclusive special offers. |
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Becoming An Inner Winner
Traditional sales training techniques ignore the biggest obstacle to sales success: Not recognizing and taking control of the internal critic that lingers within every salesperson. The internal critic is basically a habitual pattern of negative thoughts that people allow to continue unabated until they recognize that they are engaging in such thinking.
Athletes have the same problem when it comes to success-learning to take control of the internal critic. Throughout the years sports psychologists have devised special techniques to help elite athletes overcome their obstacle to success. These same methods work wonders with salespeople, too.
Following are a few tips that you can use to start improving your sales immediately:
Put The Brakes On Your Internal Critic
Learn to spot the warning signs of their internal critic at work. Self-talk will either make you successful or will lead to disappointment. Often, people unconsciously use self-limiting thoughts that prevent them from being successful. Examples of negative, pessimistic self-talk phrases include: "What if ...," "I hope I don't..." I should have said..." "The client won't like me if..." "I always have problems with..." "I probably won't be able to close this sale," or "I can't believe how stupid I was to say that..."
If you catch yourself thinking negative thoughts, make a fist (out of view of the prospective customer). This is a reminder to stop thinking this type of thinking. Take a few deep breaths, release the fist, relax and proceed to think positively and optimistically.
There is an old saying that "What you believe, you can achieve." Internal self-talk leads to beliefs (either positive or negative) and beliefs lead to the body's reactions. As a salesperson, you need to believe in your products and services and in your ability to show the customer the benefits of purchasing your product. Once you believe in yourself and your products and services, you are in a much better position to achieve sales success.
Make Things Happen
Start repeating positive affirmations each day about your sales success as if it is happening today, right now. Your subconscious mind doesn't know the difference between something real or imagined. When you give yourself positive affirmations and imagine these things are happening right now, your subconscious mind wants to make them happen for you. Following are a few examples of positive affirmations for salespeople:
· "I know my products and I will show my customers how these products are perfect for their situation."
· "I know how to treat people so they will be open to my suggestions."
· "My self-confidence as a sales person grows each day."
· "I see myself breaking my sales records each month."
Make a list of at least 10 positive affirmations to say each morning upon rising and each evening when retiring. Say each one 10 times in the morning and 10 times in the evening, breathing slowly and visualizing each affirmation happening now.
See Your Success
Visualize sales success before approaching the potential customer. Your subconscious mind takes orders from you without judging success or failure. Professional golfers, for example, who visualize each shot before they make it, find a tremendous similarity between their vision of that shot and the subsequent shot they make.
Visualize preparing for the sales call, gathering materials, entering the room. Visualize the sights and sounds around you as you begin the perfect sales presentation. And then see the customer smiling and nodding in agreement as you show how much your product will help them. Finally, visualize shaking hands with the client, closing the deal and writing up the order.
Reach Your Goals
Show them the power of goal setting. People are 11 times more likely to reach a goal when they write it down, as opposed to simply thinking about the goal. Write down short and long-term goals that are specific and action-oriented. Make sure the goals are realistic.
Next, visualize feeling great once you've accomplished that goal. Imagine it as if you have already accomplished the goal.
Finally, write down ways you might sabotage yourself so you won't accomplish that goal. This is a critical way of recognizing ways you may have been undermining your success-and it will aid you in stopping that behavior.
By: Jack Singer, Ph.D.
Issue: Promotional Consultant Magazine
December 2010
Jack Singer, Ph.D., is a professional speaker, trainer and psychologist who has trained Fortune 1000 companies, associations, CEO's and elite athletes for 34 years. He is a frequent guest on CNN, MSNBC, FOX SPORTS and radio talk shows across the United States and Canada. He is the author of "The Teacher's Ultimate Stress Mastery Guide." To learn more about Dr. Singer visit www.drjacksinger.com
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The Effects of Goal Setting
Goal-setting theory was developed during a 25-year period within the industrial and organizational psychology community, according to an article in Current Direction in Psychological Science by Edwin A. Locke and Gary P. Latham. The effects of goal setting can be profound whether you are using goals to achieve a work, sports or school goal. Goal-setting can have profound effects on how we feel about ourselves and the work that we do.
Motivation Goal-setting can have a motivating effect. The more ambitious the goal, the more motivation you will experience. Higher goals require you to attain more in order to achieve satisfaction. According to the website Mind Tools, setting goals can give you a way of visualizing your long-term goals and also give you short-term motivation. Mind Tools recommends setting lifetime goals and putting them on a five-year plan. Then set smaller goals to achieve within six months to a year. In addition, Mind Tools recommends writing down a to-do list to help you keep these goals in view and to keep yourself motivated. Review the list periodically and update it if needed. Achievement Achievement can be a very satisfying effect of goal setting. According to an article in the Journal of Personality and Social Psychology by Andrew J. Elliot and Judith M. Harackiewicz, goals can represent a concrete standard that helps us to perform positively. Achievement itself can be intoxicatingly motivating and can cause us to want to work toward even more goals and sometimes much harder goals. Setting goals and taking it one step at a time can help you achieve extremely difficult tasks that you once thought were unattainable. Mind Tools recommends using the "SMART" mneumonic to set your goals. SMART stands for specific, measurable, attainable, relevant and time-bound. This trick helps you make achieving your goals much easier. Self-Esteem One of the effects of goal setting is the positive influence it can have on your self-esteem. Setting a goal and working toward that goal can help you improve your self-esteem. However, setting too high a goal and not being able to achieve that goal can have an adverse effect and cause a loss of self-esteem. It is important to set realistic goals that can be achieved in steps. To set an attainable goal, Mind Tools reports that you need to first have a good understanding of what your qualities, skills and abilities are. Mind Tools recommends setting performance goals instead of outcome goals. Performance goals are much easier for you to control, whereas outcome goals can be lost because of elements that we cannot control such as other people's actions. Source:www.livestrong.com
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We hope you enjoyed reading our March newsletter. Don't forget to check out this month's coupon (See below). Since Spring is just about here, we are offering 20% off new umbrella orders through the month of March, to help you stay dry!
Sincerely,
Corporate Motivation, Inc.
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