Gilan Gork writes:
If you’re like the majority of salespeople I’ve interviewed and researched recently, the number one challenge holding you back from achieving massive success in sales is how you manage rejection.
Have you ever experienced ‘call reluctance’? That reluctance comes from the expectation of failure or rejection.
When I was in my early 20s and had to make cold calls to build my business. I remember times when my fear of being rejected by certain people paralysed me for the entire day. However, I’ve developed mental triggers to get results despite my fear.
I’ve learnt the trick lies in controlling which memories to withdraw from your ‘mind bank’. By withdrawing only positive memories you create a positive expectation…
Your mind bank is operated by two extremely loyal tellers – call them Mr High and Mr Low. Every time you’ve received a compliment or been victorious at something, Mr High diligently deposits those memories into your mind bank. Similarly, every time you tried something and failed, Mr Low deposits and files those.
Mr High and Mr Low obediently help you reinforce what you think. For example, if you need to cold call someone and you think they may not take you seriously, Mr Low withdraws all your memories when you did not feel good enough, or when successful people said ‘no’ to you.
This reinforces that belief and makes the feeling stronger.
The solution? Fire Mr Low. Make sure Mr High is the only teller serving you. The next time you experience call reluctance ask Mr High to recall the times you succeeded beyond your expectation!
When you take charge of which memories you recall, you’ll change your expectations and force those butterflies to fly in formation!
Now stop reading this and make that sales call you’ve been putting off.
