Mental selling is not "Secret"

The art of sales is replete with a plethora of marketing and lead generation systems, websites, and free hotlines that promise to bring prospects knocking on your door. But is it possible that there is another factor, one we only pay attention to periodically, that could be the real missing key to success in top production?

Napoleon Hill made his mark in the early 1900s with his landmark book, Think and Grow Rich.

In fact, it’s no surprise that many, if not most, of America’s leading self-development gurus admit that Hill’s book opened doors (and minds) and served as a catalyst for massive and ongoing success. Interestingly, numerous real estate trainers and top brokers and sales trainers and trainers from all industries will notice the same claim to fame. What was it about Hill’s book that struck so many? He recognized the power of the mind: we get what we think about.

I do not mean to imply that Hill’s ideas suggested that we think good thoughts and then rest on our laurels waiting for the prospects to fall from heaven. In fact, action is the impetus for measurable results, but before anything else comes the power of thought. When Hill wrote his book, some of his ideas seemed a little beyond the ozone layer. However, something gave rise to the credibility of him. Ever since Hill was commissioned by steel magnet Andrew Carnegie to undertake the 20-year task of interviewing the richest men in America—men with last names like Firestone, Woolworth, and Wrigley, not to mention Thomas Edison himself—credibility was at a premium. hard to question.

Fast forward 100 years or so and let’s consider how we can use that timeless wisdom and technique to find leads and close deals. While Hill’s verbiage included less explanation than current quantum physics can define a little better, the fact remains that we get what we focus on. If you focus on a deal that falls through, catch a cold, or get a flat tire, don’t be surprised when the dreaded event occurs. In fact, with enough consistency, you can almost rely on it.

While the movie has been given so much press, The Secret, which surely isn’t a secret anymore, many advocating moviegoers seem to miss the point, with others insisting it’s because the point isn’t made in the movie. Writing about seven books now (I only lose count because I’ve written hundreds in my mind!) I can tell you that my first book, Girl Gets World, from 2000, focused on the law of attraction and all books after that. (with the exception of a real estate book that was more pragmatic). That being said, hundreds, no, make thousands of authors, speakers, trainers, and gurus alike have been great advocates and teachers of “the secret.” So why did America suddenly seem to wake up and run to the video store?

My guess is that it was simple and “simplified” in a way that everyone could “understand” it. You see a beautiful diamond necklace, you imagine wearing it and voila! You wake up and it’s on your neck. So no, it’s not as easy as most of us have realized. However, and this is the important thing, the idea of ​​”the secret” has made more people more interested than ever in understanding a little about the law of attraction and how it can improve (and sometimes save) lives. And I suspect that if Napoleon Hill had created a Technicolor film replete with catchy bits of audio from Andrew Carnegie and Thomas Edison, well, Mr. Hill might have won an Academy Award.

There are no patentable gimmicks or “methods” for using the Law of Attraction. In fact, it works for us without your acceptance, effort, or attention. Like gravity, but harder to isolate and test. It’s there though, trust me. So all of us, especially those of us in sales!, would do well to explore the not-so-secret secret if we wish to excel beyond all rhyme and reason.

The trick is to use this technique to create a healthy business. Constantly keep your mind as focused as possible on the results you want instead of worrying about the ones you don’t. Unfortunately, we live in a time where the negative approach is the order of the day. Just think about it. People are always talking about how the economy is bad and things could get worse; that kind of approach is creating more of the same even if we don’t want it to sweat that way.

Fortunately, some—not most, but some—salespeople are aware that sales success begins with the mental aspect; your mentality. Even top producers in any industry who have never read or understood the power of their thoughts are using those positive thoughts to generate more sales.

Why not take a chance and try to adopt the practice of positive thinking and expectation? See the preferred bottom line in everything you do, every action you plan to take. Then take that action, keeping your mind steady and powerfully focused on the excellent result you want to see happen. Control worrying and negative thoughts and fears and replace them with determined and desired results. It might be worth the effort… what do you think?

I love hearing success stories to include in my articles and books, so feel free to drop me by!