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Back to Basics: Learn to Take Out the Trash
May 01, 2008
Is your head trash piling up?
By Kelley Robertson
The term "head trash" came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most salespeople. Head trash is a collection of limiting thoughts or ideas that prevent you from taking specific action that will help you generate better results.
Here are a few examples of how head trash can affect you: In a sales training workshop I conducted for a specialty retailer, several people stated that they didn't bother trying to close any business before 11:00 AM because they "knew" that everyone who came into their store before that time was just comparing their price with one of their competitors located close by. Another salesperson in a manufacturing company told me that her customers would not pay full price for her service because a major competitor sold a similar product for less money. As a result, she consistently offered her customers a discount even before they asked. Yet another sales rep confided that he believed the lowest possible price was the only thing his customers wanted from him and his company. He had held this belief for so long that nothing could dissuade him from this line of thinking.
Head trash can affect you in different ways. During a morning workout, I caught myself thinking that I could not complete a particular exercise and this self-limiting thought prevented me from continuing. Yet, on most other days, I breezed through the workout with much less strain and effort. From a sales perspective, if you believe that a prospect will not be receptive to a new product, idea or solution, your ability to present that idea in a positive manner is greatly reduced. I have seen salespeople talk to customers at great length and ask, "You don't want to order this do you?" They convinced themselves that the customer would not be interested even before asking for the sale.
The cause of head trash varies. Extreme fatigue from lack of sleep or illness is one common cause. Another is associating with negative-minded people. But the most common cause of head trash is the experience you have had with a particular task or assignment. For example, you may be required to cold call to generate new leads and prospect. However, if your experience with cold calling has not been positive, picking up the telephone will be a grind. And, when you do eventually pick up the telephone, your tone will not convey the desired message to your prospect.
To achieve the results you deserve and are capable of, it is essential that you dump your head trash. While this is easier said than done, applying a few techniques will help.
• First, focus on what you CAN do. Instead of thinking of the negative aspect of the task, concentrate on the best possible outcome. Let’s return to the cold calling example for a moment. If you put yourself into the mindset that making these calls will generate new business, or that they will at least help you connect with new and interesting people, your willingness to invest in this task will dramatically improve.
• Next, take action immediately. Most people procrastinate when head trash invades their thinking and this prevents them from moving forward. However, taking one step or small action supersedes the desire to remain complacent. I believe it was Confucius who said, "A journey of a thousand miles begins with a single step." Making a difficult telephone call eliminates the need to procrastinate and will stimulate your desire to take further action throughout the day. And, as you continue to take action, the trash in your head is emptied.
• It is also important to associate with action-oriented people who support your goals and objectives. I start the week by talking to a good friend of mine every Monday morning. During our conversations we discuss the challenges from the previous week and explore options and ideas. I also belong to a Mastermind group and we help each other look for new opportunities within our respective businesses. All of these conversations help eliminate my head trash and motivate me to try new approaches and apply different ideas.
Take out your trash and watch the difference in your results.
Kelley Robertson, S&MMonline columnist and author of The Secrets of Power Selling helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com.
Sales & Marketing Management Magazine
This article is brought to you by Sales & Marketing Management, the leading authority for executives in the sales and marketing field.
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