Episode 1: Mindsets for Success and Your Personal Developmental Work
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Jason McClain: Welcome to “Evolutionary Sales”. I'm Jason McClain, your host of “Evolutionary Sales” where 21st century psychology meets ethical sales techniques. Last week in the prologue, I talked about how there's a new marketplace out there with new needs that requires a new orientation to your clients and your prospects especially about opening relationships and co-creating solutions rather than simply closing deals. This new marketplace, the 21st century marketplace, requires new skills and new thinking.
This series of podcasts will provide that for you so that you can stay ahead and excel beyond your competition in the 21st century marketplace and I happen to be your guide. If you've already listened to the Prologue, good. We can get started on the foundation of work. If you have not, please stop this recording and go listen to the Prologue now. You'll double the value you see from these podcast series “Evolutionary Sales” if you do.
So last week, we talked about the how the foundation, really the foundation is you. You're the vehicle for your achievement, your body and your mind and your mind set. That is, the way you think about things, the way you view yourself especially in your profession as a Sales professional. So I want you to make several decisions right now to make the most from this podcast and to make the most of the opportunities that present themselves to you throughout the day as a Sales professional.
The first is making a decision right now that no matter who signs your checks, you're in business for yourself. I don’t care what company you work for, whether it's yourself or whether it's some large corporation, you're in business for yourself as a salesperson. You've got tremendous freedom and you've also got tremendous latitude and you've also got tremendous opportunity and it's up to you to make a decision.
You're in business for yourself and only you can decide what you can achieve and only you are in the way of everything that you want, everything that you can have. There's only one thing stopping you from getting everything you want and that’s you. So make a decision right now that your on business for yourself and you're going to do whatever it takes to achieve what you need to achieve.
Second, Sales is a profession to be proud of especially if you're practicing Evolutionary Sales. It is Sales for the 21st century marketplace. Be proud of it, some people used to scoff at Sales, some people find it distasteful. That’s because it's 20th century Sales, but 21st century Sales is something to be proud of.
Third is money. A lot of people who have money, they feel guilty or they feel like they have to sell themselves out to make money. They feel like if they really want to live a spiritual life and really be somebody who’s a good person and they can't make a lot of money, throw that thinking away. That’s 20th century thinking. Twenty-first century thinking is that money is a measure with a value you're providing to others and you can live a fully spiritual contributive life. That is, providing service to people, providing value to people, and getting incredibly wealthy but still maintaining your integrity and your ethics. Evolutionary Sales would have you do nothing else.
Fourth, make a decision now to always look for the way to do something, there's always a way. Don’t ask yourself can or can't you, ask yourself how because there's always a way. Then last, that there's no power in blame, the powers in taking responsibility for all of your results. Never again should you allow yourself to indulge in [xx] “Well, I didn’t open that relationship--you know, close that deal--because so and so __ or because that person didn’t see the value as providing or because they really weren’t qualified.” That’s all your responsibility to discover and that’s your responsibility to overcome. Only you, only you are responsible for the results that you're achieving and only you are faulter [sp] to blame. But we don’t want anything about faulter to blame, we want to think about responsibility and how to avoid whatever stops you in the path in the future.
Now that you've got those minimal foundational mind sets in place, let's talk a little bit about your emotional experience. A lot of sales people, they want to skip right to the skills and they want to ignore the fact that, you know, sometimes, you just don’t feel like taking phone calls, you don’t feel like it but you see that you have to do it. Maybe you've got anxiety about that sales presentation or maybe you've got some internal self-talks, some negative self-talk or what we call “internal dialog.” Maybe you've got a belief about your prospects or about the economy or about money or about yourself or about the company you work for about what you're offering or what have you. These are all things that are going to limit you. Again, nobody’s stopping you from getting what you want, it’s you and what's going on in your mind.
So let's get rid of some of this stuff. Let's talk about beliefs first. First, I want to tell you a story that maybe some of you have heard this, but maybe you haven’t heard all the details. It's about a gentleman by the name of Roger Bannister. Roger Bannister is famous for breaking the 4-mile. He broke it on May 6th, 1954. His time was 3 minutes and 59.3 seconds. Now, the interesting thing was that the previous record of 4 minutes and 1.4 seconds was held for nine years and that was after an average of a new record every two or three years prior to that dating back to 1852.
How many think that this record of Roger Bannister is held, took nine years for someone to break it. The funny thing was, they had scientists saying that the human body could not break the 4-mile, that it was just impossible, that we'd reach the limit of our athletic achievement back in 1954, before that actually. How long do you think this record of Roger Bannister’s held? Well, I'll tell you how long, 46 days. Forty-six days later in Finland, Bannister’s record was broken by his rival, John Landy of Australia, with a time of 3 minutes and 58 seconds. Roger Bannister changed what human beings believe as possible and as a result, the cascade of achievement in track and field followed.
Now, beliefs are formed in a lot of ways. Beliefs are often born on a significant emotional event. Whether you're aware of it or not, something happens and it's negative and you go, “Oh, well, that means ___. Gosh, I didn’t close that deal. It means that I'm never going to make the kind of money I want to make. Wow! They never return my calls.” Who knows? Who knows what beliefs you're forming even right now? Of course, we're going to teach you how to use your mind to notice that, [snaps fingers] like that, so that you can achieve it much more rapidly in terms of teaching your own beliefs.
But let's take a look right now about what you believe about sales or what you believe about your prospects or what you believe about the economy. What do you believe? Get a sheet of paper, or two or three and we're going to do some sentence-stem work. So if you've got a place to sit down, please do so. Please don’t write while you're driving. If you're driving and you can just think about this, but be careful, you're operating a heavy machinery. “Evolutionary Sales” and Personal Life Media Network is not responsible for any damage caused by you're operating a heavy machinery.”
Again, please stop your vehicle or sit down in a comfortable place and write some of these out called sentence-stem work. This is develop by Dr. Nathaniel Branden. Simply write “Sales is ___” and finish that sentence as many times as rapidly as possible in the next 90 seconds. I'm going to pause the recording now and do that.
Great. Welcome back. Now, do the same thing for money, “Money is ___” and as many times as you can in the next 60 or 90 seconds, finish that sentence as many times as possible. And some of them will start to look a little weird and that’s just perfect. You start to uncover some of these limiting beliefs, go and start that now.
Great. Welcome back. Now, how about your prospects? Your prospects or your industry or your field that you're in, the business that you're in, the company you work for. Go ahead and make a list of all the contacts that you think you might have limiting beliefs on. As you go, “You know, my boss is ___. Gosh, my prospects are always ___. I'm never going to ___.” The last one also just that you do emphatically is that last one I just said, “I am ___.” You are what? You are what? Go ahead and write down as many times as you can in the next 60 or 90 seconds, pause the recording and I will do so.
Great, welcome back. Now, there's no limit to how many times you can do this exercise and I encourage you to do this as often as possible. We'll teach you how to take on different observations of your own mental habit patterns. We call it “metacognition”, that is, the ability to see your own thinking, your ability to witness your own thinking. We're going to teach you how to do that because you can rapidly change everything that you're thinking and doing for your own benefit, for your own financial success, and for your own happiness. So that’s beliefs in brief and we'll make it into that later on in the series. But let's move on pretty rapidly into some of the other technologies.
Next, someone has to explain neurolinguistic programming or NLP. It's really quite simple really and this is nothing new, this basic principle is nothing new. We don’t experience reality, we experience our internal representations or re-presentations of reality. What NLP is really about is knowing how your thoughts create your emotions. It's really straightforward. Not just how your thoughts create your emotions but how you're thinking your thoughts, the subtleties within that, create your emotions. By the time you get done listening to this series of podcast, you're going to be a mental master, your own mental master because, after all, if you're not controlling your mind, who is? [laughs] So we're going to give you some access to some of these tools pretty rapidly. But first, I just want to demonstrate to you, this stuff is real.
For instance, where did you park your car? As you think about that, how do you know? How do you know where you'd parked your car? How do you know that you're on the street yesterday and tomorrow and right now [snaps fingers] right now? How do you know the difference? How are you sorting for the difference in your mind? Maybe you're seeing a picture of your car or maybe you've got a sense of the past behind you or maybe you actually see something to your left that indicates the past. Maybe you see something to your right that indicates the future or something in front of you that indicates the future.
We'll get into your unconscious organization at times so we can set your goals and your future later on in the podcast series. But right now, I just want you to get a sense of some of your internal representations because the truth is--Buddha said it, Aristotle said it, Emmanuel Kant 300 years ago said it--“We don’t experience reality directly.” We've got our sense tools and then we've got our imagination and these are really the things that are responding to you. Maybe you've been having a conversation with somebody and you could just see them not really quite looking at you. That’s because they were looking at their internal representations, re-presentations of you, of you or their thoughts about you. That’s why they weren’t looking at you directly.
Now, this is the good news. I mean, how of many you have ever had an event that your sibling didn’t remember quite the way you did? Of course, we all have, and that’s because we don’t experience reality, we experience in terms of our representations of reality. Now, once you know this and you accept it and then you have access to powerful tools, you're on an emotional mastery. Then, you're truly free and you're truly a choice and we're going to give you some of those right now.
So let's talk a little bit about neurolinguistic programming. What is it? It's just a study of those internal representations. It's pretty much what it is and an entire field has been in development for about 35 years now. Whether the thing that’s stopping you from succeeding the way you want and frankly deserve, whether that’s your internal self-talk or whether that’s some belief or whether it's fear or anxiety or whether it's just constantly imagining yourself fail and whatever it is that’s stopping you or maybe it's self-doubt [xx] self-esteem as you. Whatever it is, there's a process or an approach that will handle it for you.
So the thing to remember in review, first of all, your beliefs and your thoughts are going to create your reality in that they create your limitations or they expand your possibilities. That you're entirely responsible for that, you create that, no one else does. In fact, I don’t know if you notice or not, but the police know that if there's an accident or there's some traumatic incident and there's five witnesses and if they all say the same story, they all tell the same story, if they all represent the facts the same way, the police actually know that they're in collusion. That is, that they're conspiring because nobody remembers the same event the same way, nobody does.
Let's [xx] beliefs are past experiences through our self-esteem, through our internal representations, through our preferred modalities, which we'll get into next week, but the mind-emotion connection, you could say it's not even a connection. They are one and the same, they're part of the same system. So whether you're limitations are beliefs, internal self-talk or self-doubt, fear or anxiety, or some other emotional thing--maybe it's sadness or who knows?--then we've got access to assist you in living beyond that.
So remember, the decisions you made is that you're a professional and you're in business for yourself. Sales is a profession to be proud of especially if you're practicing Evolutionary Sales, the Sales for the 21st century marketplace. Money is the measure of the value you're providing to others, that there is always a way to do something, there's always a way and that if you put your mind around what the solutions will be so you can learn from all of your “failures.”
Here's the thing, a lot of very successful people say that they, in fact, learned more from their failures. Not that I'm encouraging you go out there and screw up, I'm definitely not. But what I'm saying is when you do screw up or when you don’t open that relationship--that is, close that deal--and then, hopefully, will authentically shift your orientation to that language through the end of this podcast. You'll be opening relationships, you'll be creating an incredibly powerful relationships so that you are indispensable to your clients and prospects. You're not only a trusted adviser, you're a friend they rely on.
Finally, that there's no power in blame and that the powers in taking responsibility for all of your results including your emotions through the access of knowing that you create your emotional experience through your internal representations.
Now, join us next week when we're actually going to get into actual practices, actual processes, exercises to take you through so that you can resolve any internal self-talk, any internal self-doubt, any fear or anxiety, or any other emotional limitations that’s stopping you or belief limitations that’s stopping you. Join us next week on “Evolutionary Sales”. I'm your host, Jason McClain, and your guide in the 21st century marketplace.
You can reach me through [email protected] and for transcripts of this show and for other shows on the Personal Life Media Network, visit PersonalLifeMedia.com. Thanks for listening and I'll see you next week.
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