Human beings, by changing the inner attitudes of their minds,
can change the outer aspects of their lives.
Self-talk shapes your selling life. Have you seen the breathtaking
pillars in Mammoth Cave in Kentucky? Those enormous "icicles of stone" have
taken centuries to form. A single drop of water finds its way through the roof
of the cavern to deposit its tiny sediment on the floor of the cave. Another
drop follows, and still another, until a marble-like finger begins to grow
upward. The result is a tremendously solid pillar.
Self-talk shapes your life in much the same way. What you are is the
result of the many accumulated statements you have made and continue to make
with your self-talk.
What have you told yourself today? What conversation
has gone on in your head or been spoken aloud?
Take charge of your thoughts. They are yours to control.
Monitor what you are telling yourself about your potential in selling.
Suppose you check your self-talk and discover you are telling
yourself you have trouble closing sales. The first question to ask is:
"Is that really true?" Suppose the answer is "Yes, sometimes it
is true." The next question is: "What percent of the time is it true -
100% - 60%?" Let's say it's true 60% of the time. You have trouble
closing sales 60% of the time. Great! This means it's not true 40% of the time.
Change your self-talk. You can now confidently say,
"I'm effective closing sales 40% of the time." What a difference! You're now
building a mental image of one who can do it right. And the 40% will soon become
50% and 60% and . . .
Self-talk makes a
difference!
