Sales POP - Purveyors of Propserity
Sales and Self Talk
Blog / For Sales Pros / Jun 25, 2015 / Posted by Sales POP! Recommends / 1212 

Sales and Self Talk

1 comment

Sell Better With Psychology: Sales and Self Talk

If you’re a salesperson, you probably talk a lot. You talk to your sales manager, to other people on your sales team, to potential clients, and to former customers. You might even talk to John Golden if you’re filming one of his Sales Expert Insight Interviews for SalesPOP! But, how often do you consider the things that you say to yourself? Chances are, you probably put a lot of thought into the words you say to others. You want to come off as professional, and you want to say the right things to get the sale. So why wouldn’t you put thought into the things that you say to yourself?

According to Southwest Consulting, “only 19% of people report that they “consistently monitor their internal thoughts every day.” This means that less than 1 in 5 people don’t consider what they say to themselves on a daily basis. This is a huge missed opportunity, as self talk can really influence how you feel about yourself, your ability to improve your skillset, and your communciation with your current clients and potential buyers.

Guilt vs. Shame

Guilt and shame are two emotions that are often used synonymously, and while they both produce a lot of self-talk, they are very different feelings. Guilt is when you feel negative about something that you have done. The emotion is directed towards a specific, external action. Shame, however, is when you feel negative about who you are, and the negativity is directed back at yourself. Say, for example, that you have a significant potential sale in the works. But you don’t do enough research or preparation, and ultimately you end up losing the deal.

Someone who is feeling guilty might say, “I messed up because I didn’t prepare enough. I want to make sure I never feel this way again, so I’m going to prepare more next time and do the quality work that I know I am capable of doing.” The focus is on the action – not preparing enough. Someone who is feeling an overwhelming amount of shame might think, “I am such a terrible salesperson. I didn’t prepare because I’m a bad salesperson and I will never be able to achieve my goals.” This kind of negative self-talk is directed back at the person.

The person who feels guilt identifies that what happened was bad, and they don’t want to repeat it. But in spite of the negative things they’re feeling, they empower themselves to do better next time. They know that they are skilled and capable. The person feeling the shame tore themselves down and decided that no matter what they did, they will always be a lousy salesperson because they are innately wrong. This kind of self-doubt is enough to lose sales. People with poor self-talk can inadvertently create self-fulfilling prophecies in which they enact the things they are telling themselves will happen.

Business Communication

Communication with clients and potential buyers can also be negatively impacted by poor self-talk. According to the American Management Association, there is a connection between your viewpoint of yourself, and the people that you engage with – like your customers. “The continual exchange of information between you and other people begins with the communication that takes place with one person—yourself.”

Psychology in Practise

To put better self-talk into practice, consider what you feel and what you internalize next time you lose a big account. If you say shameful things to yourself, try to reframe what you’re thinking to be more positive and empowering. Don’t ignore your mistake, but understand that you are better than your mistakes. Empower yourself to do better in the future. If you repeatedly say negative things to yourself about your skills and abilities, explore how this transfers onto your clients. Why would you continue to feed into a negative narrative? It’s so easy to switch to a more positive one and get positive results.

About Author

The editorial staff at Sales POP! online Sales Magazine love to bring you the best content available.

Author's Publications on Amazon

People are the lifeblood of a company. Without a clear process for recruiting, interviewing, hiring, and development of the team, finding the right talent is difficult and limits your growth potential. This book is a fable to illustrate the need to always be looking for…
Buy on Amazon
Outlines the multichannel marketing sequence used by the Obama campaign to win the 2008 Presidential Election. Video, audio, microblogging, blogging, and user-generated content are a few of the business applications examined in this guidebook. This case study is the definitive reference for the use of…
Buy on Amazon
Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude,…
Buy on Amazon
The bible for bringing cutting-edge products to larger markets now revised and updated with new insights into the realities of high-tech marketing Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle which begins with innovators and moves to early adopters,…
Buy on Amazon
Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision-makers, top technology salespeople, and…
Buy on Amazon
Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even…
Buy on Amazon
This book will increase your prospecting for new business! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering.
Buy on Amazon
Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives.
Buy on Amazon
Get More Face Time and Higher Close Rates--the SMART Way Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than…
Buy on Amazon
Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and…
Buy on Amazon
Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing…
Buy on Amazon
You know how to sell—that’s your job, after all—but getting CEOs and VIPs to call you back is the tricky part. You’re in luck: That impossible-to-reach person isn’t so impossible to reach after all.
Buy on Amazon
Comments (1)

0

Gabriel Letsuwa commented...

Awesome and inspiring article

..
..
..
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.