A BBC Lab UK Psychology Study shows the best ways to motivate yourself while selling is positive self-talk.
You might be thinking, what a load of doggy doo.
Wait one sec..
Most of us are plagued with negative self-talk, like, “I’m so crap at sales”, “I hate this”, “when will this be over” or “how could I be so stupid”. Right?
These repetitive thoughts steer your mind towards negative emotions. Or, just kicks you while you’re down. You’re making yourself feel worse, sluggish and ineffective.
It becomes a self-fulfilling prophecy.
Swap one thought for another
Why not replace them with positive, kinder words? The least it will do is harm you less, right?
French pharmacist and psychologist, Emile Coue introduced the idea of auto-suggestion after noticing, for treatments where he commended progress, patients cured faster than for patients he said nothing. Anyway, he published Self-mastery through Conscious Autosuggestion in 1922, and here’s how he sums up auto-suggestion:
“It is impossible to think of two things at once. […] Every thought entirely filling our mind becomes true for us and tends to transform itself into action.”
All our beliefs were born as a result of our conscious mind’s self-talk. Our beliefs were formed when we didn’t have the critical thinking faculties to decide what we let in and whether it’s true or useful to believe a thought.
Apply auto-suggestion with caution, Coue says:
“Above all, and this is an essential point, the will must not be brought into play in the practising of autosuggestion; for, if it is not in agreement with the imagination, if one thinks: “ I will make such and such a thing happen”, and the imagination says, “you are willing it, but it is not going to be”, not only does one not obtain what one wants, but even exactly the reverse is brought about.”
Basically, if you don’t believe it, you’re wasting your time and reinforcing the opposite of your desired outcome.
Read 5 Affirmations for Sales Success for Emile Coue style auto-suggestions, or affirmations, for sales success.
Best ways to motivate yourself
According to the BBC Lab study, here are the two of the best ways to motivate yourself with positive self-talk.
1. When you’re working on tasks that require endurance, focusing on processes rather than outcomes, is best.
So, instead of “I will win”, which is outcomes focussed, say, “I will try to run faster”, which is about the process. Rather than “I will close.” say “I will try to ask better questions.”
2. If you’re working on a task that requires precision, focus on positive reinforcement of the skills. Say, “watch the ball”, or with a prospect, say “listen to her”.
These suggestions are neutral so they won’t challenge your belief-systems. Next time you finish a crappy meeting or you’re having a dip, instead of beating yourself up, remind yourself you will try harder or you will pay attention.
How about you? Have you tried auto-suggestion? Tell me in the comments; I’d love to know.