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
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
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
What Language are you Speaking?
The language you use has a massive impact on your results. That goes for the language you speak, and the language that meanders around internally in your head. If you keep saying things are hard…guess what, it will be hard! You’re instructing your brain to expect hard, expect tough…and so that’s what it will deliver for you.
You get what you expect
Tone your language down when you have a challenge coming up. Because your thoughts and outlook on the job in hand will definitely determine how tough, or straightforward, the job will be. Remember, you don’t get what you hope for, you get what you expect!
Quick example…many people I know get concerned when they get a sore throat. “I do hope I’m not getting a cold” they say. Dangerous talk, I think! Our brains don’t actually process negatives. So all the brain hears in this example is “getting a cold, getting a cold, getting a cold”. You know where this is heading!
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!
And in sales?
So when you say “I do hope I’m not getting a cold”, you are focusing your mind on the words “getting a cold” and manifesting the very climate 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!
So — in sales, every time you don’t want something to happen, your focus of attention is fixed right on it. “I hope this isn’t going to be a tough sales meeting”; “I hope they don’t say no”; “I hope the client isn’t challenging” — these are all versions of “don’t think of a blue tree!”
Now let’s get real here…I don’t deny that the world sets us certain obstacles to overcome but I do believe that the obstacles are easier to overcome when we use positive language! Rather than saying “This is really hard” you could say, “this may not be easy yet but it will get easier each time I practice”. A simple reframe which, if you replicated for all of your challenges, would create a significantly different world for you.
You’d be more empowered, more resourceful, more successful.
Even the most positive people…
…can fall into the trap of negative language — so start to notice when you do this for yourself. Every time you hear negative language, reframe the comment 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 person! With much more, sales success.
Let me know how you get on.
Until next time.
Previous ‘Tricks of the Trade’ go here
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