Keeping a Positive State of Mind

Jim McCown, owner of Keller Williams Realty, Lake Jackson, Texas and I recently discussed the importance of maintaining a high level of focus and motivation in sales. He commented that most of the activities of salespeople contradict what we as youngsters were conditioned to believe. For example, most of us were repeatedly told as children, "Don't talk to strangers." However, a key component to sales success is meeting and talking to as many strangers as possible. How does one handle this and many other paradoxes? If these seemingly inherently contradictory messages are not successfully handled, motivation and focus are frequently and rapidly lost.

Mastering several key skills such as prospecting, presenting and closing raises our comfort level and helps us maintain focus. Unfortunately it is not enough to rely only on skill. A far more critical component to long-term sales success is the maintaining of a positive state of mind. A mind allowed to roam freely from thought to thought may end up at a negative destination. A person can persist and thrive in sales by learning to control the words we say to ourselves. If you learn to control the words that go in, then you learn to control the productivity that comes out. Here is a selection of true jewels of wisdom that have helped me maintain a highly positive frame of mind:

When a bad day filled with rejection and problems crosses your path, feelings of inadequacy and negativity are usually certain to be experienced. Operating with this paradigm assures that a salesperson will not be effective.

Bill Crawford, Ph. D., professional speaker and author, suggests asking yourself this one question, "How would I rather be feeling right now?" Answer it, he suggests, and almost instantly the positive attitude you would rather have begins to take hold.

If an issue or situation is bothering you, Stephen Covey, author of The Seven Habits of Highly Effective People says, ask yourself, "Is this something I can control or just influence? If you cannot control it, then stop worrying about it."

Ron Ledbetter, Regional Vice President of Sales and Marketing, First American Title Insurance Company says, "Do the hardest thing first. If you don't, it will burden all other activities for the rest of the day."

Alan Laiken, author of, How to Get Control of Your Time and Your Life, says to ask, "What is the best possible use of my time right now?"

Gary Keller, Chairman of the Board, Keller Williams Realty suggests asking, "Is what I am doing right now making me money?"

Bob Law, Vice President of Professional Development, First American Title Insurance Company exhorts, "Wherever you are --- be there!"

Your response to the above ideas and questions will powerfully influence your sales productivity. Write them down, keep them with you and use them until they become part of your own thoughts. If all of these ideas fail you, remember this last piece of advice given to me by Bob Law, "Work was invented by adults as an excuse to leave the house and play together. Don't take yourself so seriously!"