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Positive Self Talk
By Dave Kahle

The best salespeople regularly use positive self talk to keep themselves motivated

Most time studies of field salespeople reveal that the typical sales person only spends 25 to 30 percent of his/her work week actually talking with customers. Much of the remainder of that time is spent alone. That isolation can be devastating if the time is spent thinking negative and self-deprecating thoughts.

And that is a natural tendency in a job where rejection is a common experience. Combine that routine rejection with lots of alone-time to think about it, and you have a recipe for depression and dejection. And a depressed and dejected sales person is not motivated to make the next sales call or to go the extra step.

The best sales people understand that. They also know that it is their personal responsibility to keep themselves motivated and thinking positively. That leads them to the use of positive self-talk as a practice proven to help fight off negative thoughts and result in focused effective sales behavior.

Positive self-talk is just that. It is the routine expression of verbal and silent thoughts that are designed to build a positive attitude. Sales masters engage in managing their thoughts by a number of specific practices.

They collect positive thoughts and sayings from sources around them. They listen to positive thoughts while they drive. They subscribe to services which deliver positive ideas to them. They repeat, silently in their minds as well as out loud, positive thoughts, ideas and affirmations.

These thoughts then become embedded in their minds, gradually pushing out the negative ideas which are so easily accumulated.

The net result of this mental work? More energy and more motivation. In spite of a personal rejection, they have the motivation to make that next call and to go the extra step.