You need to know about Mindful Power. As a salesperson, do you ever get stressed? Maybe a little bit nervous, or afraid? The sales world is one of high pressure, where stressful situations present themselves almost constantly. If you let this stress take over, you won’t get the results that you want, almost creating a self-fulfilling prophecy. This is what makes knowing and implementing mindful power so crucial. In this expert sales interview, John Golden interviews Dr. TC North on his concept, mindful power.
This expert sales interview on mindful power explores:
- What is mindful power?
- The biological evidence behind why being fearful reduces performance
- A technique to use to embrace mindful power
Mindful Power Concept:
The mindful power concept includes a scale of being both mindful and mindless. If you are mindful, you are a master of your own thinking, and you have a lot of personal power. Personal power includes courage, confidence, emotional intelligence, and several other pieces. As a leader, or as a salesperson, you want to be a mindful person. You want to have both a mastery over your thinking and personal power.
A Biological Basis:
Using these thinking tactics actually has a biological basis for success. When you’re stressed, you release cortisol, which stunts the use of your frontal lobe. Your frontal lobe is the power center of the brain, responsible for critical thinking and problem-solving. It’s important to relax and be at peace so that you can have your whole brain available to you.
Embrace Mindful Power:
North has a specific technique for salespeople that you can use to become more mindful and centered. This technique is applicable in stressful situations where you’re about to perform, and need to relax. The first step is to think of a time where you were great at selling. This could be when you were selling popsicles as a kid or selling an idea to your spouse. It should be a reminder of a time where selling came naturally to you. Then, think of a distraction. Professional athletes will listen to music, for example. As a salesperson and an individual, find something that works best for you. Then, before your high-pressure situation, try to distract yourself. Ruminating on it will only tire you out. Then, after you can no longer distract yourself, think about the movie in your mind where you were doing your best, and not about your fears or failures. This will keep you focused, lower your stress, and ensure that you are putting your best foot forward when the time comes for you to perform.
About our Host:
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.