Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Is your language affecting your leadership success?
The language you use with others and to yourself has a massive impact on your results. If you keep saying things are challenging…guess what, it will be challenging! You’re instructing your mind to expect challenging…so that’s the experience it delivers.
You don’t get what you want in life…you get what you expect
Notice your language when you have a challenge coming up. Because your thoughts and outlook on the activity in hand will determine how tough, or straightforward, the activity will be. Remember, you don’t get what you want…you get what you expect!
Quick example…you start getting a sore throat and you think to yourself…”I do hope I’m not getting a cold”. That’s very dangerous language and here’s why. If I say “don’t think of a blue tree”…what do you think of? A blue tree of course. That’s because you can’t not think about something that you don’t want to think about, without thinking about it first!
So, when you say, “I hope I’m not getting a cold”, you are focusing your mind on the words “getting a cold” and manifesting the physical environment for a cold to take hold. Deepak Chopra (M.D. and founder of the Chopra Centre for Wellbeing) says “your immune system is constantly eavesdropping on your internal dialogue”…and it’s not just your immune system!
And in sales leadership?
Every time you don’t want something to happen, your attention tends to focus right on it. “I hope this isn’t going to be a tough sales meeting”; “I don’t think this sales person is going to make it”; “The team really don’t get it” are all versions of “don’t think of a blue tree!”
Now let’s get real here…I don’t deny that sales leadership comes with many challenges these challenges are easier to overcome when we use positive language! Rather than saying “This is really hard” you could say, “this may not be easy but the more I do this the more skilled I become and the easier it becomes”. A simple reframe which, if you replicate for all your challenges, would create a significantly different experience for you…and your team!
Even the most positive leaders…
…can fall into the trap of negative language, so start to notice when you do this. Every time you hear yourself using negative language with yourself or others, reframe what you say using positive language that’s framed on what you want rather than what you don’t want. Over time you’ll start to notice yourself becoming much more positive, goal focussed and happier!
Until next time
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking