3 Steps to Improve Your Internal + External Dialogue
It starts when you wake up in the morning…your internal voice…the little green man that resides in your head. He begins to generate and feed you multiple and rapid thoughts. They can be positive, neutral or negative depending on the topic, how you slept, what you have on your calendar, etc. If you’re at all cognizant, you FILTER out and moderate the highly negative or destructive stuff. We are aware enough to do that…we know that stuff can kill us in sales. The positive thoughts are fine. We don’t usually do much with them other than allow them to soothe us.
It’s our neutral thought stream combined with our mildly negative internal dialogue that concerns me. I’ve learned that, if left unchecked, the neutral thoughts and feelings can turn slightly negative and the mildly unconstructive thoughts can easily turn into words…
…and that casual dialogue of ours—those WORDS—they have intense POWER, and if they’re not propelling us towards our stated sales objectives, they can flat out KILL us!
In this blog article I want to discuss WORDS and the POWER they have. I’ll give you 3 steps that will totally improve your internal and external dialogue…if you decide to practice them.
Before I lay out those 3 steps, I’d like to give you a few examples of the words and phrases I have historically heard—and I still hear—that I believe can silently kill a sales or sales leadership career.
The first expression I often hear (and want to draw your attention to) sounds something like this is, “I HAVE to prospect today.” Have to is the language of duty. There is nothing wrong with being responsible and accountable to a task as important as prospecting (especially if you are new or your pipeline is empty) however, too often we say something like that with a negative tone or a sigh, like it’s a death sentence—or we’re a victim. When we vocalize something like this it can sound and actually become pessimistic, like we are not even expecting the task to provide us any results or value! Saying something like this in the way I described it also lowers our energy for the task. The combination of WHAT we said and the WAY we said it zaps us of the energy and creativity we’ll need to create the best results from the work that we plan to do.
I want to give you an example of a slight shift in what you say and the way you choose to say it that will definitely make a BIG difference for you.
How about saying, “Hey, I GET to prospect today!”
This is a verbalization of opportunity. By saying it this way you are expressing that it is a PRIVILEGE to show your products, services and solutions to your target prospects. With these words and this inflection of tone you are saying and confirming that you’ve been given a gift, and you are relishing the opportunity to share it. This minor modification may seem small, but it will have a huge impact on your attitude.
You should speak the language of opportunity and privilege
each and every chance you get!
- I don’t have to get on the freeway this morning, I get to! How awesome it is to own a car and be able to drive it anywhere that I need to go!
- I don’t have to run the training meeting today, I get to! Isn’t it great that I know enough to be able to influence others and change their careers?
- I don’t have to help get my customer’s problem solved, I get to! What an honor it is to be able to serve someone that has placed confidence in me!
You get the idea, right? It’s all about being in a place of gratitude—turning some of your internal dialogue (that can otherwise come across as ambivalent or negative) into extremely positive energy building proclamations.
Okay, so here are the 3 steps I want you to consider practicing—three suggestions that will help you make a shift.
- THINK about your internal dialogue and your spoken WORDS:
The first step is to become conscious of the thoughts that are building in your head and the words that are coming out of your mouth. We have to train ourselves to monitor our own thoughts, feelings and words. Sometimes, it’s like our mouth has a brain of its own. We say things, or blurt things out…and there is no thought, no filter. We say things out of habit.
We need to change that. We need to add a filter between the internal thought, the dialogue and the actual words that leave our mouth.
- Begin to be intentional about the WORDS you choose to use:
Begin utilizing get to rather than have to. Old habits are hard to break. Re-programming yourself is going to be a bitch, but the work you do in this area will be well worth it because it will change your production results. Don’t feel that you need to become obsessive about it, simply start being purposeful. Start intentionally using the language of opportunity versus duty.
- Reflect on the difference this makes in your ENERGY level:
Begin to take notice of the transformation that occurs regarding your attitude towards some of the work. Do you have a little more energy? Are you a little more relaxed? Are you more grateful? Rather than dreading or resenting an activity, you can be thankful for it. The more gratitude we express, the better we feel and perform!
The point of this blog article is to simply entice you to start thinking about what’s coming out of your own mouth. We want you to realize that words really do have POWER and that a mildly negative casual dialogue can slowly KILL your sales career if left unchecked.
In our exclusive CAP 101 online training program we spend a great deal of time on issues like this one.
Take a quick look at it here: http://www.thecapequation.com/cap101
This is a brand new program for us. It is over 20 hours of our best frontline sales content. If you’re a leader this would be a great program for you to own so that you can begin passing on some of the methods to your team.
If you are a frontline salesperson this content can be extremely valuable in helping you get sharper so that you don’t MISS any commission-generating opportunities.
We’ve prepared a page that will help you learn about this platform.
Go here: http://www.thecapequation.com/cap101
Also, if you haven’t had a chance to read or review my book, The CAP Equation, you can click on the link below. You can read the first 2 chapters for free: http://amzn.to/1CdFi2t
Please let me know how I can help you reach your professional goals this year. My personal email address is: firstname.lastname@example.org
The CAP Equation© website offers free resources for commission salespeople and sales leaders such as:
- A library of training articles (Blogs)
- Archived audio training sessions and interviews (Podcasts)
- Invitations to complimentary LIVE tele-seminars
Please click on the link below for free instant access to all of this: http://www.theCAPequation.com/access/
Joe Buzzello is a nationally recognized expert on direct selling and sales leadership. He has built legacy sales teams and experienced unprecedented success in individual and business-to-business markets as well as the network marketing industry. Joe has held executive level positions for Fortune 500 companies, but he has never strayed far from the art and science of selling, which he loves. In early 2014, Joe began writing, speaking, and coaching through his proprietary platform, The CAP Equation©. Please visit Joe at: http://www.CAPequation.com