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.
How to Ovewrite Your Mental Files - To learn more about this author, visit George Ludwig's Website.
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George Ludwig
(Visit George's Website)
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.
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http://www.JustChangeIt.com
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