No doubt about it - your 'inner state' affects your outer behaviour and therefore your results.
What could affect your inner state? Maybe
something happened - say a customer was rude to you?
Or something that hasn't happened
- that massive potential customer awarded someone else the contract?
Maybe your inner state is in turmoil over
something that's about to happen - a big presentation or networking
opportunity?
Hey where's my confidence disappeared to?
I love how the mind works in this situation.
You can be the most confident person most of the time and yet your confidence
has the ability to run and hide in the darkest corners of your mind when
situations like these arise.
Einstein was spot on when he said...
"Thinking puts boundary conditions around
the limitless boundlessness that is you"
You might need to read that again!
Yet it's so true.
Add some thinking to a situation and sometimes
the uncertainty, then the nerves will come and before long you really can
paralyse yourself - and in that state you're no good to anyone!
Changing your inner state
Take heart because you can give
yourself any resource you want...in a heartbeat!
You may have come across the concept of
'anchoring' before. It's a technique that allows you to take the confidence you
feel when you're at your best - and replicate it when you are not. Not just
confidence either - any state, any situation.
Anchors are really powerful and you'll already
have them. Those food smells from your childhood, those memorable songs that
transport you back in time. Your embarrassing moments - and of course your
biggest sales successes.
When you really associate into those events, it's
like you are back there...experiencing those emotions all over again.
You have the potential to transfer this
ability into the world of sales and your individual
selling skills Imagine being able to conjure up confidence, determination, calmness or anything else you need... whenever you need it.
selling skills Imagine being able to conjure up confidence, determination, calmness or anything else you need... whenever you need it.
Your turn
Anchoring allows you to access your inner
resources at will! So when you find yourself not in a great state of mind and
you need to change and quickly - rest assured that you can do exactly that!
My preferred anchoring technique is "The
Circle of Excellence" - which is covered in detail in my
book "iSell" (page 65 if you
have it).
Or click here to go to a previous newsletter where
I take you through the "Circle of Excellence" technique.
It's all about the psychology of selling! Getting
the edge...and getting those extra sales that make the difference. That's why
your inner state matters!
Let me know how you get on!
Until next time
Leigh
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