"When we fail, life is still bold, and it's just a matter of starting over." Even if we encounter N times of setbacks, as long as we can still be full of confidence and energy, success will not be far away.
Life has its ups and downs, sales performances have their wins and losses. If we give up, failure becomes the result. Only the spirit of never saying never can lead us out of the performance quagmire and let the flag of success fly in the wind.
"Never say never" means never giving up on goals under any circumstances - "it's just a matter of starting over."
Being committed to the goal, enjoying the process, and combining success with happiness requires us to establish and own a positive and active emotional management mechanism. Under any circumstances, we must find hope in despair without giving up and achieve the final step towards success.
It's easy to understand but hard to practice, and persistence is key. Understanding the benefits and advantages of a positive and active emotional management mechanism does not mean that we can own and practice it well.
The cultivation of successful sales habits requires not only knowing what they are but also why they work, and an effective method and path are also needed.
Self-emotional management mechanism cognition:
Let’s take a look at the model for developing an emotional mechanism:
Unconscious emotions and emotional management mechanisms describe how when a trigger appears, a corresponding emotion arises psychologically. When the trigger repeatedly occurs, the emotion also repeats, eventually solidifying into a mood.
In sales, emotional triggers are often unconscious and passive: when a customer makes a purchase, we are happy; when a customer refuses, we become depressed; when we argue with a customer, we get angry; when sales policies suddenly become unfavorable for market development, we feel pain; when sales performance doesn’t improve, we feel fear; when the sales team cannot find a fixed profit growth model, we feel sorrow...
If we keep being rejected by customers, our depression index will continue to rise. When it accumulates to a certain amount, we will automatically create an equation: Sales = Depression. Once such a link is formed, we enter a negative thinking emotional management mechanism, and we develop aversion to our work. Every day’s work turns into torture. In reality, what we resist is an unconscious negative emotion.
Conversely, if customers keep making purchases, our joy index rises continuously, and our link becomes: Sales = Happiness, meaning that as soon as I start selling, I become happier, and the happier I am, the better my sales performance will be... A positive active emotional management mechanism pushes sales work into a virtuous cycle.
Interestingly, sales don't always repeat a single scenario but are complex, comprehensive, and ever-changing. Therefore, unconscious emotional triggers aren't always one-sided. Positive active emotional management mechanisms and negative thinking emotional management mechanisms interact repeatedly, half fire, half sea.
Under uncontrollable external factors, we will never know what the next unconscious emotional trigger point is, what kind of emotion it will make us feel, whether this emotional experience is good or bad, so we cannot choose our emotional management mechanism.
The first step in cultivating successful sales habits: Recognize the formation and growth of your self-emotional management mechanism.
Reshaping the self-emotional management mechanism:
Mindset Chapter:
1. Establishing Emotional Awareness
Emotions are an important capital and source of energy within us. When we want to improve ourselves and reach a better state, we first need to understand what state we are in and whether this state is conducive to achieving our sales goals. If it is not beneficial, what can we consciously change?
Sales is the transmission of emotions and the transfer of confidence. If during sales, you feel that both sides' emotions are out of sync or there is conflict or friction, salespeople can try the following: First, detach from your own emotions and imagine yourself as a third-party observer. At this moment, what do you perceive about the original 'you's emotion: Do you like or dislike the person opposite? Are you enjoying the entire sales process or hoping it ends quickly no matter what? And in response to 'your' emotion, what is the customer's corresponding emotion: Impatience, restlessness, or suppression? Can the current emotional relationship between you help 'you' harmonize with the customer, gain their trust, and conduct effective sales? If the answer is no, what choices does 'you' have? Can 'you' enter a different emotional state? If so, what emotional state can help them conduct sales?
With this conscious emotional choice, re-immerse yourself in the ongoing sales process and try again. If it doesn't work once, try again until the conscious emotion positively promotes our sales. If this sale fails, use it again next time; if it fails next time, try the time after that, until success. At the same time as success, constantly summarize lessons learned, fix them, and turn them into your automatic emotional management mechanism.
The second step in cultivating successful sales habits: Continuously detach and immerse yourself to discover your current emotions, understand emotional triggers, and change outcomes through changing emotions.
2. Understand the Positive Value of Negative Emotions
From a psychological perspective, some emotions can cause our brain cells to release dopamine and endorphins, making us feel happy and joyful, entering a state of happiness and satisfaction. We call these positive emotions. Other emotions, such as anxiety and anger, put our brains into different states...
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