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Beliefs and Mindsets Directly Influence the Inner Game of Selling

Image courtesy of khunaspix /
Image courtesy of khunaspix /

The Inner Game of Selling holds the key to a sales person’s real success. What the sales person thinks about positions the person as a winner or a loser – depending upon their dominant thoughts. Since your thoughts control your attitude and behavior, these thoughts set the stage for your ultimate performance – good, bad or indifferent.

So how do beliefs become so important to your sales success?

Beliefs are the thoughts getting priority placement in the subconscious mind. The experts in human performance have found that the subconscious mind actually controls most of what we do, say (particularly how we say things), word choices and decisions. And, the most alarming thing is – the subconscious mind just follows the orders of your thoughts – without corrective judgment. Therefore, good and bad thoughts are equally embedded into our subconscious mind. Then words and actions are pushed out as commands with both good and bad results!

The cumulative impact of our beliefs actually create our “mindset” about everything – including our abilities as a sales person. I have heard more than once, people in sales state – “I hate sales or I hate selling.” What a mistake. The “I” makes this statement a direct command to the subconscious mind. Therefore placing real power behind the statement using the word “I”.

If you want to excel in your sales performance (if you are in sales this should be a primary thought) then you must take control of your thoughts, self talk, and concentration levels of thinking about sales or selling. Focus upon exactly what you want – then use those thoughts to embed your desire for high performance.

Now if you have not be paying attention to the quality of your thoughts and you feel that something inside is holding you back from superior performance, you may need some focused attention. There are three things you can do:

1.  Do Nothing and Hope.
Not likely to contribute to your success since you have failed to deal with the issues that sabotage your success. Yet, it is a choice made by many. The Law of Accident rules the lives of this group. They continue to wait for others to lead them to success. This is the location of average performing sales people, who get together, complain about their lack of success and failing to accept personal accountability.

2.  Attend a workshop on Motivation or Sales.
A better choice because you are taking action to improve your methods and results. Some of these workshops or seminars actually help you improve using affirmations and visualization of sales success. These actions create an awareness that assists you in making choices. And, it never hurts to learn new sales techniques like the Questioning Model of Sales.

3.  Attend an “Essentials for Success” workshop.
This seminar has an expert on reprogramming the bad scripts in your subconscious mind. Giving you back the control of choices and your actions in your daily performance. Your mindset takes on a new focus for success and achievement. The process is proven and safe. You discover the limiting beliefs and you choose the ones you want to change. Again, you are in control of which beliefs to work with and leave others in place.

Most sales people continue down the pathway of the status quo. Continuing to do things that have worked in the past and resisting new methods unless someone they know is using the new method and finding new levels of results.

The most important thing to remember is life and your success is directly connected to the Choices you make. The better your choices, the more success, achievement and ultimately your personal happiness are impacted in a positive way. Make a Decision to improve your life and take action today.

Which choices are you making to improve your life? The exciting thing is you can make choices for yourself which create positive changes for you. Take control today. If you are unsure about this ideas, just call or email me and we will have a dialogue about how simple it can be to change your own mindset in a positive way.

-- Voss Graham
Posted: 2/18/2013 10:19:26 PM | with 0 comments

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Your business may be small, but that doesn't mean that your impact can't be huge! The Greater Memphis Chamber's Small Business Council serves to encourage, support, recognize and be a resource to small- and medium-sized businesses in the Memphis area. Here, our talented panel of contributors will present big ideas that could make a huge difference to your small business. And don't be afraid to ask questions ... no matter how small.

Sales & Small Business Ownership
Voss W. Graham is CEO and Senior Business Advisor for InnerActive Consulting Group Inc. He is known by his clients as "a knowledgeable partner who helps our team achieve business growth." He provides practical experience as a small business owner for over 29 years, yet is often engaged with Fortune 500 companies in the development of their people and business strategies.

Public Relations
Several professionals and strategists from the local Obsidian Public Relations firm provide excellent advice on everything from research to media relations to event planning. They believe that all companies, no matter how big or small the company or its budget, should have a public relations plan driving how they manage their relationships with key stakeholders. Public relations is an integral part of doing business the right way.

Human Resources
Joel Myers is a career Human Resources professional, with over 40 years in the field including 26 years in consulting.

Small Business Advice
Tom Pease is a small business owner of an office equipment dealership called e/Doc Systems, Inc. He has also owned a full-line Kawasaki dealership as well as a document shop. He used 30+ years of experience in owning a business to author two books, including: Going Out of Business by Design: Why 70% of Small Businesses Fail and Small Business Survival 101. He also has published 85 columns in The Memphis Daily News as the Small Business Advisor.

Marketing & Public Relations
Lori Turner-Wilson is CEO and Founder of RedRover Company, a sales development, marketing and PR consulting firm. Lori works with companies large and small, from start-ups to mature organizations, to help them improve the productivity of their sales force and the return on their marketing investment. Lori writes a weekly syndicated column for the Daily News, Memphis News, Nashville Ledger, and Desoto Times, among others, titled “Guerrilla Sales & Marketing,” for which she won a 2011 Summit International Award and 2012 International Communicator Award.

Design and Digital Strategy
Founded in 1999, inferno provides brand development, advertising, public relations, design and digital marketing services to clients across a broad spectrum of industries. Headquartered in Memphis with a satellite office in Kalamazoo, Michigan, the award-winning firm produces results-driven work by passionately combining strategic thinking, creativity and culture to ensure the success of its clients. For more information, visit

Labor & Employment Law
Fisher Phillips attorneys are ready to help you take a stand: in court, with employees and unions, or with competitors. Fisher Phillips has the experience and resolve to back you up. That's why some of the savviest employers come to the firm to handle their toughest labor and employment cases. The firm has 350 attorneys in 32 offices, including Memphis. For more information, visit

Since its founding in 2005, Paragon Bank has maintained a solid focus on the community and customer service. For more than 10 years, Paragon has delivered innovative products and financial expertise, convenience, and a deep understanding of what both businesses and individuals need from a ban, in order to provide solutions that make a difference. In the areas of business or personal banking, lending options or wealth management, Paragon delivers cutting edge technology, an experienced team and the most service-oriented staff of any community bank.