Cold Calling Therapy

One of my favorite authors, a man whose words have had tremendous impact on my life, is David Allen, productivity guru.

In David's book "Ready for Anything" he says, "Sometimes the biggest gain in productive energy will come from cleaning the cobwebs, dealing with old business, and clearing the decks--cutting loose debris that's impeding forward motion."

David's references have to do with organizing the paper and the systems that provide structure for your personal and professional life. His thoughts about organizing inspired my thoughts about the need for sales professionals to clear the decks of emotional clutter that holds them back from experiencing the success that awaits as emotions are transformed from being a hindrance to being a help.

In regards to cold calling the biggest gain in productive energy comes with cleaning emotional cobwebs, dealing with old emotional business, and clearing your mind--cutting loose emotional debris that is impeding your cold calling success.

Hindering thoughts include thoughts such as:

1. Don't I need to know more about my product and the client and about sales before I cold call top decision makers?
2. Do I really belong at the "top" of my prospect companies?
3. Does my product/service really warrant an audience with high-level decision-makers?
4. And the most crippling thought of all ... Do I warrant an audience with high-level decision-makers?

I think of these as "victim" mentality thoughts. Sales professionals who soar choose "victor" mentality thoughts.

Whether you realize it or not what you believe is in fact your choice. When you have chosen your thoughts, then your emotions enter the picture to solidify, to reinforce, and to give your thoughts great power.

So, for example if for some reason, perhaps from your childhood, you chose to believe that you do not warrant an audience with people in authority then your emotions kick in to reinforce that belief. The emotional impact plays out in feelings of:

1. fear when you think about calling the top
2. intimidation when you are around authority figures and of
3. self-worthlessness when you are presenting your products/services

These feelings by design, protect and reinforce the thoughts you believe ... and in turn the outcomes you experience.

When you choose thoughts that tell you that you do not belong at the top and your emotions jump in to reinforce those thoughts, your brain quite literally is unable to accept that you do indeed belong at the top.

How is this situation remedied?

You, the seller, must learn to build new thoughts of belief that you do indeed belong at the top. These very thoughts "build a bridge of new thought" in your brain. A bridge of thought that will allow you to believe that success is yours to be had.

How is this done?

Successful sales pros identify and scrutinize their thoughts. They choose to replace thoughts that hinder them with thoughts that help them accomplish their goals. They prepare for the "old emotions" to kick in that scream out "danger, danger, be fearful" ... and mentally "tell" their emotions to get in line with new beliefs.

For example, when a sales pro recognizes the old thought "I do not belong at the top", every time that thought comes up the sales pro counters with "I do belong at the top."

Then, when the emotions of fear, intimidation, and self-worthlessness come up, the sales pro mentally "tells" his/her emotions, "let's choose fearlessness, belonging, and worthiness instead". After a short while, the emotions line up with the new thoughts.

In the beginning this process takes time and concerted effort. After all your belief system has a lifetime of momentum behind it! However, once you have learned the process of holding your thoughts captive, that process itself becomes lighting fast and will appear effortless.

You will be among those who are labeled as being "gifted in sales." Yet you will know what your colleagues do not know -- you have learned to go through the process of "holding your thoughts captive" so quickly that it appears to be innate. Fact is you like other gifted sellers learned how to rule your brain. How to clear the emotional cobwebs. How to regularly clear the decks of the emotional debris that impedes your progress.

People who are "brain junkies" understand these facts and gobble up anything on the market that will help them leverage the power of their minds and help move them forward sooner rather than later.

In the sales arena I've found that sellers suffer from ignorance about the brain, how it works, and how to leverage thoughts for maximum impact. The good news for you is that you have access to "insiders' secrets" that your colleagues don't even realize exist.

Scientist Peter Julian and I collaborated on a product that gives sales pros a leading edge on getting a hold of this process. We christened it "Ultimate Cold Calling Intelligence Secrets".

If you want to be among those to rule your brain rather than having your brain/thoughts holding your back, and you want to accelerate the process do what I've outlined in this blog entry. And/or find out more at www.UCCISecrets.com .

I want to warn you ahead of time, chances are UCCISecrets is unlike anything you have experienced before. You will also want to know rock-solid science and experience show that it works, extremely well.

Visit: www.coldcallingexecutives.com

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