What if the key to improving your sales performance lies in overcoming past fears? Learn a sales training technique that uses journaling to shift your mindset and focus on the future.
Getting Over Your Fears in Sales
Fears often come from past experiences. They can obstruct our view – or, more importantly, our progress – toward future goals. In this post, sales trainer Paul Lushin suggests journaling about a belief from your past that is negatively impacting what you are currently working toward. By doing that, you will eventually adopt a positive new belief and have a clearer view of what is ahead of you.
Journal the story, journal over and over so that you know the outcome. You know that a negative experience you had turned out okay (like getting shocked by a plug). You didn’t stop using electricity, you kept moving forward.
Journaling can help you in sales. It will help you overcome your fears or things you keep pushing back on and allow you to push yourself toward your future sales goals.
Learn more about Lushin's sales training services
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Video Transcript
This is what is fascinating about journaling. You keep journaling about a different belief, and what will eventually happen? You believe it. You adopt it. You can't help it. You adopt that new belief.
There's a saying, and that saying is everything that you want, and everything that's meant to be is on the other side of your fears. Now, think about our fears. Fears usually come from past experiences.
Now, let's use an analogy or a metaphor here. So if I were to say to you, ”Hey, do you want to drive from Carmel to Greenwood, Greenwood to Carmel?” Chances are you would say, “Sure,” especially if I enticed you with lunch.
Now, most people do not check each other's driving records. So I would say that the chances are very good that you would get in a car with me. And we would get inside the car. And we would go have lunch. Now, as we walk from the building to the parking lot, you notice on my F-150 pickup truck that I've got a 4’ x 8 ’ rearview mirror mounted solidly on the hood of my car.
Now, what are you thinking? Obviously, this view mirror is so large that it will obstruct my view moving forward.
And that's kind of how some of us live our lives. Now, we all have varying sizes of rearview mirrors. But nonetheless, more often than not, our rearview mirrors where we look to the past and what's happened to us, some time is too often more clearly defined than what lies ahead of us.
So just consider that a rearview mirror is just on our car to serve us, not to master us. So all that has happened to you is meant to serve you, not to master you.
Unless you were shocked. We've all been shocked for the first time, plugging in something as a kid. We didn't stop using electricity, did we? Or if we got burned on the stove, we didn't stop cooking, did we?
Instead of telling your victim story over and over again to people, or continuing to think about your victim story over and over again, tell your victim story on paper. Journal your story.
And you journal your story as long as you have to shrink your life's view mirror. And I promise you, I will promise you, things will be different. And you'll have a clearer view of the future that's ahead of you.
