Self Talk
Part Of The Car Sales
Success Equation

The self talk math reads: {(A + PA) - NF} = PR

The "A" is for Ambition. Ambition is the goal, what you have decided to accomplish, the spice-of-life. Examples of goals could be to uncover five new prospects this week or to close a specific prospect by month end, or even to ask a special someone to dinner Friday evening.

"PA" represents Positive Action. Why Positive Action? Even criminals, computer hackers, and the like have ambition.

Positive action is inspiring to you and those close to you. The outcome enriches you and others. Although Positive Action is a result others would aspire for, it only has to be HUGE in the mind of the achiever.

Negative Fear is the "NF". People often ask "Isn’t fear just fear? What's the difference between positive fear and negative fear?"

Imagine you are standing on the edge of a ski slope. Your heart is pounding, your mouth is dry, you are excited and, yes, scared. Sure, it is your first time on the slope and scary. But you have decided it isn’t going to hold you back. You want to do this. You will do this. That is positive self talk.

Negative fear is what holds you back – "I can’t do that", "I haven’t been trained", "Who cares if I make it", "No one believes I can", "I’m not good enough", "Why bother". These are dream stealers, life dampeners. To live a brilliant life, you must purposefully decide to change negative to positive self talk.

"PR" is for Positive Results. Positive Results are outcomes that are HUGE in the mind of the achiever and respected in the eyes of society. A green belt may be insignificant compared to a black belt but to the green belt it is a HUGE achievement. Bringing in a $30,000 dollar contract may be insignificant compared to a million dollar sales champion but it is HUGE to the new sales person. Walking the halls of a Mall is a pain to most people but a HUGE success to a recent heart recipient.

There is another caveat to the formula - {(Ambition + Positive Action) – Negative Fear} = Positive Results. The profession of sales is truly about serving others. There is no future for those who take advantage, who manipulate, fabric, or mislead. Sales is about serving the needs of society. Mother Theresa is quoted as saying, "I slept and dreamed life was all Joy. I woke and saw that life was service. I served and saw that service was Joy." That's effective self talk. And, it is the true calling of a sales professional - to serve.

Remember: Nothing happens until someone sells something.

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