Time to Go to War on Your Mind

The number one reason why salespeople exit the business and seek more stability in salaried work is the fear of rejection from potential clients. Simply put: They are afraid to pick up the phone, go visit potential prospects, or ask for the business.WBS_mind_brain

In Steven Pressfield’s book, War of Art: Break Through the Blocks and Win Your Inner Creative Battles, he brilliantly captures the essence of what prevents people from doing what they need to do in order to be successful.

Pressfield is primarily a fiction writer, but this non-fiction business book expertly examines the roadblocks that occur between your two ears. He says that resistance can’t be seen, but it can be felt.  It is the enemy inside of ourselves that has no conscious, is always lying, and cannot be reasoned with. Yet it is a force of nature that needs to be reckoned with.

Procrastination is the easiest symptom of resistance to recognize because it becomes a habit. Anything that draws gratification can create resistance. This can include self-dramatization (making things seem bigger than they actually are), sex (better to feel loved than to do work that is hard), self medication (drinking and doing drugs to inhibit personal dissatisfaction), and victimhood (a form of passive-aggressive behavior).

Sound familiar? Well, then it’s time to create a revolution inside your head and eliminate the self-talk that can prevent you from getting in front of buyers and sellers. Try these tactics to go to war on your mind:

  • Don’t talk about doing the work; do the work.
  • Accept no excuses.
  • Do not tolerate disorder.
  • Respect resistance for what it is, then eliminate it.
  • Don’t hesitate to ask for help.
  • Do not take success, rejection, humiliation, or failure personally.
  • Do not enlist criticism.
  • Recognize your limitations.
  • Stop taking workshops if you’re not implementing anything you’ve learned.

There is a difference between a hobbyist and a professional. The hobbyist only goes to work when it is convenient, only looks forward to the fun parts of work, and doesn’t care if they are compensated or not. The professional shows up for work every day regardless of how well they feel, how much there is to do, or how much fun they are having.

So be a professional and go to work on your mind. Make a habit out of doing what you don’t like doing. Resistance may be the enemy, but the only thing that is holding you back is you.

Doug Devitre

Companies bring in Doug Devitre, CSP, when they want to improve sales and marketing using the latest technology with quantifiable metrics. He is a member of the National Association of REALTORS® Business Specialties Hall of Fame and earned the Certified Speaking Professional award, which is bestowed upon the top 10 percent of professional speakers worldwide. His new book, Screen to Screen Selling—published by McGraw Hill and available in October 2015—helps executives and sales managers increase sales, productivity, and customer experience without being physically present.

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  1. Good advise and for agents living in the LA area, NLPclarity has helped me and many other agents to make things happen with the brain!
    Baron Broker
    Apartment Building Investments

  2. An insightful and chuckle worthy statement? “Stop taking workshops if you’re not implementing anything you’ve learned.”