George Ludwig, author of "Power Selling: Seven Strategies for Cracking the Sales Code," says salespeople's belief systems often prevent them from living up to their earnings potential.
Ludwig contends that by reprogramming mental files - that is, replacing negative thoughts with positive - sales professionals can dramatically increase their income.
Ludwig's top five suggestions for changing self-limited thinking:
Become aware of your "bad files." Do a little internal exploring, and you can bring your subconscious mental viruses into your consciousness. What situations do you fear? Which people do you avoid? Pay attention, and you can isolate your disempowering belief, whether it's "I didn't finish college, so I can't compete with the big boys," or "I always screw up the close" or even "People who make too much money are greedy, so I'd better hold myself back."
Figure out where your limiting belief originated. We get our beliefs from various sources: society, our peers, our parents. Maybe you grew up hearing about how Uncle Frank "lost his shirt" working as a door-to-door salesman, so now you subconsciously believe selling is a recipe for failure. Your disempowering belief may stem from a specific selling incident: I failed at that before, so I know I'll fail again. Understanding the limiting belief can be very helpful in dismissing it.
Disassociate yourself from the belief. When you catch yourself having the negative thought, dispute it. Argue with it. Ask yourself questions: Maybe I'm overacting a bit. I don't always lose the big sales, do I? Didn't I close one at XYZ Hospital six weeks ago that was even bigger than the one I lost today? This helps you realize that your self-limiting thoughts are not your reality. It breaks their power.
Install new files . Sales superstars figure out which beliefs - for their particular makeup, situation and industry - will let them sell with the speed of a runaway train.
Condition your new files. Sometimes just becoming aware of limiting beliefs and replacing them with positive ones can prompt a dramatic change in your behavior. Usually though, awareness isn't enough. You may have to do the thing you fear to desensitize yourself.
Cheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com
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George Ludwig is a recognized
authority on sales strategy and
peak performance psychology. An
international speaker, trainer, and
corporate consultant, he helps
clients like Johnson & Johnson,
Abbott Laboratories, Northwestern
Mutual, CIGNA, and numerous others
improve sales force effectiveness
and performance.
Though it's George's strategies and
processes that help corporations
increase productivity and
performance, it's his tremendous
energy and dynamism that spark the
transformation. Again and again,
clients remark on his amazing
ability to unleash human capacity
and inspire men and women to break
out of their comfort zones. The
result is a whole new type of
salesperson.
His customized presentations teach
achievers to make stunning advances
in their lives. From helping
salespeople realize cherished
dreams to helping corporations
exponentially accelerate revenue
streams, George Ludwig leaves
audiences and individuals
empowered, emboldened, and
clamoring for more.
George is the best-selling author
of Power Selling: Seven Strategies
for Cracking the Sales Code and
Wise Moves: 60 Quick Tips to
Improve Your Position in Life &
Business.
George Ludwig is a Platinum author on EvanCarmichael.com
George Ludwig Video - George Ludwig shares the reasons sales training is critical for organizations and individuals who want to achieve sales excellence and maximize their revenues.
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