Re-training Your Brain for Sales Success

 

 

I’ve read many books and heard many gurus talk of the importance of mindset in achieving success. Think and Grow Rich is one of the most famous.

Yet, despite this knowledge being in the public domain, despite people buying into the Law of Attraction, affirmations, mantras and positive thinking, not many are getting much success with this mindset thing.

It’s because we’re led to believe that changing your mindset is somehow as simple as changing your mind.

It kind of is…and it isn’t.

The thing is that most people try to change their mind with a logical act of will; which seems to make sense.

Except it doesn’t.

The truth is that you need to access your subconscious mind in order to change your mindset.

And that requires a little help.

However, once you get that help, it’s incredibly simple to re-programme neural pathways for success with no need for 30 days of habit changing either.

Confused? The case study below gives a powerful example of how this works.


Case study:

5 months before I met her, a customer of mine had joined a company as a telephone sales adviser. The role had huge commission potential for her to hit 6 figures and a great basic salary.

However, she had fallen very short of her sales targets and after just 2 months, had been transferred to a different call team, with no pressure to hit demanding sales targets.

Another 2 months on and she re-applied for – and was re-appointed to – the original role of commission targeted sales adviser.  The thinking was that she had sufficiently grown in confidence to succeed this time.

4 weeks in she was failing badly again. She had made just a quarter of her sales target, which meant she was at risk of losing her job by the end of the following month.

We didn’t have much time.

I started to work with her on a rescue strategy.

Listening to her, it was initially hard to see or hear where she was going wrong…all the constituent parts of  sales success were there.

She was very coachable, implementing everything that was asked of her.

We worked on opening a call, closing a call…and everything in between.

However, none of it was improving her results; and fear and anxiety were etched on her face at every session.

There was only one thing for it:

I needed to help her tap into subconscious behaviours for success; because every subconscious reference that related to this particular role was about failing.

Without explaining why, I asked her to imagine herself back in her old job (which she’d done successfully for some years) and act as if I were a potential customer, who she was moving towards signing up for a gym membership.

I watched her body language, her facial expression, tone of voice…and made mental note.

Then, again without explaining, I asked her to imagine I was a potential customer in her current job and talk me through her sales ‘close’.

Again, I observed her body language, facial expression, tone of voice…and made mental note.

Then I explained.

When she was imagining her old job – in which she felt confident, competent, successful – she talked whilst holding her pen in her right hand and gesticulating with her left.

When she was imagining her existing job – in which she was fearful of failure on every call – she talked whilst holding her pen in her left hand and both hands either remained still in her lap or she fiddled with both ends of the pen.

These behaviours were the outward manifestations of subconscious behaviours.

In the first example, her mind associated the behaviours with success. In the second, it associated the behaviours with fear and failure.

I asked her to make ONE change on future sales calls.

During the close of the call, I asked her to consciously focus on holding the pen in her right hand and gesticulating with her left.

I asked her to make no other change but this. However, I advised her how she absolutely MUST make this change…and I explained why.

The change in behaviour would re-programme her neural pathways to re-associate the calls with success, rather than failure.

Successful outcome

She returned to the phones and implemented as instructed. Her first call was a sale.

Over the next few weeks, she started to make 1 or 2 sales per day (compared to 7 sales in the entire preceding month), and hit her target for month end.

Unsurprisingly, her confidence grew – and further strengthened the neural pathway, associating it with fresh evidence of success.


With insight and informed guidance,  you can change small things you do, to convince your mind that success is the likely outcome – when previously only failure was an option.

 

Failing with Confidence

Little boy pretending to fly

““Failures are finger posts on the road to achievement.” – C.S. Lewis

Almost without exception, clients I have worked with (whether therapist entrepreneurs, network marketers or telephone sales advisers) have absolutely no idea what it is they SPECIFICALLY do that makes them either successful or unsuccessful.

They have no idea why one week customers are raving – and another they couldn’t get a client if their lives depended on it (even when it feels like their lives DO depend on it).

And here’s the rub.

Despite following training guidelines (in the case of employees), or (for the self employed and small biz entrepreneur) investing in personal coaching, training, workshops, books or online programmes (along the lines of ‘how to sell’, ‘how to build a business’ or ‘how to get more clients’);

they still have no idea why one day it all magically works; and another,  no-one is interested;

even if they have followed all the ‘magic formula’ steps they’ve been given.

And even if you believe in Law of Attraction, watch the Secret, balance your chakras, think positive, create mantras, meditate and build yourself a vision board…sometimes nothing works.

I know about these things.

At some point or another, I’ve tried ALL of them – yes, the business coaching, the sales training, the ‘change your life’ workshops, the online success programmes, the books, the Chakras, the crystals, the energy healing, the prayer, the works.

And one word has loomed large, more often than I care to admit. FAILURE.

But failure is as vital to success as breathing is to living.

Failure is not the problem. Fear is.

There’s no end to the fear you can find when you look for it.

Fear that you’re wrong, fear that other people are right, fear that you’ve taken on too much, fear that you might never amount to much, fear that you’ll never get another opportunity like this one, fear that you’re not good enough, fear that your partner will leave you, fear that people will think you’re stupid, fear that you’ll get found out….

But look again. Embrace the failure, own up to it. Call it out, as they say in the States. Look it in the eye and tell it you’re not scared.

Once you realise how valuable those failures are…and stop fearing what you think they mean, stop being diminished by them, stop being consumed by the fear of them; then you can really start to make headway with discovering – and valuing – your unique strengths and abilities.

And once you do that, you can start to maximise the true benefits of those strengths and gifts and learn how to ‘lean into them.’

Which means creating new habits, new neural pathways, new ways of looking at the world, especially your world.

And then?

You can discover performance levels and job satisfaction that previously seemed unattainable.

You can transform a history of failure, anxiety about the failure, stories in your head of what you can or can’t do, stories other people tell you about what you can and can’t do…and start truly understanding what it is that works for you, and what you’re good at.

I’ve seen it time after time after time. And in less time than you’d imagine.

With the right guidance and support, you can create this change in as few as 4-8 weeks!

If you’d like to discuss whether working with me could work for you, click on the CONTACT ME me tab now and drop me an email, using the form on the page.

Because “We are all failures – at least the best of us are.” – J.M. Barrie