Is your head trash piling up? “Head trash,” if you haven’t heard of it, is the mental garbage that affects your performance. It’s a collection of limiting thoughts or ideas that prevent you from generating better results. It’s something you need to take out of your life.
In a sales training workshop I conducted for a specialty retailer, several people stated that they didn’t bother trying to close any business before 11:00 a.m. because they “knew” that everyone who came into their store before that time was just comparing their price with that of a nearby competitor. A salesperson in a manufacturing company told me that her customers would not pay full price for her products because a major competitor sold similar products for less money. As a result, she consistently offered her customers a discount even before they asked. Another sales rep confided that he believed that the lowest possible price was the only thing his customers wanted from him and his company. He had held this belief for so long that nothing could dissuade him from this line of thinking.
Head trash can affect you in different ways. During a morning workout, I caught myself thinking that I could not complete a particular exercise, and this self- limiting thought prevented me from continuing—even though, on most other days, I breezed through the workout with little strain. From a sales perspective, if you believe that a prospect will not be receptive to a new product, idea, or solution, your ability to present that idea positively is greatly reduced. I have seen sales people talk to customers at great length and at the end of their conversation ask, “You don’t want to order this do you?” They have convinced themselves even before they ask for the sale that the customer will not be interested.
The causes of head trash vary. Lack of sleep or illness is one common cause—your physical well-being contributes to your outlook. Another cause is associating with negative-minded people. I once worked with someone who always saw the glass as half empty instead of half full, and even a brief conversation with him left me drained and pessimistic.
The most common cause of head trash is the experience you have had with a particular task or assignment. For example, you may be required to cold call to generate new leads and prospects. However, if your experience with cold calling has not been positive and you have failed to find qualified leads, then picking up the telephone will be a grind and you certainly will not enjoy making the calls. And, when you do eventually pick up the telephone, your tone will not convey the desired message to your prospect.
To achieve the results you deserve and are capable of, it is essential that you dump your head trash.
First, focus on what you can do. Instead of thinking of the negative aspects of the task, concentrate on the best possible outcome. Let’s return to the cold calling example for a moment. If you put yourself into the mindset that making these calls will generate new business, or, at the very least, that they will help you connect with new and interesting people, your willingness to invest in the task will dramatically improve.
Next, take action immediately. Most people procrastinate when head trash invades their thinking, and this prevents them from moving forward. However, taking one step or small action supersedes the desire to remain complacent. I believe it was Confucius who said, “A journey of a thousand miles begins with a single step.” I have learned from experience that making a difficult telephone call eliminates the need to procrastinate and stimulates my desire to take further action throughout the day. And, as I continue to take action, the trash that may have collected in my head is emptied.
It is also important to associate with action-oriented people who support your goals and objectives. I start the week by talking to a good friend of mine every Monday morning. During our conversations we discuss the challenges of the previous week and explore options and ideas. I also belong to a Mastermind group and, when we meet each month, we help each other look for new opportunities within our respective businesses. All of these conversations help eliminate my head trash and motivate me to try new approaches and apply different ideas.
Take out your trash and watch the difference in your results.
