The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Change Your Mind
To increase your income, you must achieve your financial goals in your mind
before you can ever achieve them in your reality. Your aim should be to increase
your self-concept level of income bit by bit until you think, see, and feel yourself
as a higher-income earner.
Imagine yourself as if you were already the kind of person you want to be,
earning the kind of money you want to earn. Look at other people who are
earning more money than you and imagine that you are exactly like them.
Suppose that you are already financially independent. Picture yourself having all
the money you will ever need and only making sales calls because you enjoy
meeting new people. This calm, confident, relaxed attitude, as if you were
already a wealthy person, will help you perform at your very best, with much
less tension.

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Be Realistic
It is important to be realistic in developing your new self-concept, especially
at the beginning. When I first learned about the power of the self-concept and
how my self-concept controlled my income, I was earning about $30,000 a year.
I immediately set a goal to earn $300,000 a year. But instead of this big goal
motivating me, it actually served as a demotivator. As opposed to my mind
going to work to find a way to earn that kind of money, my mind shut down, like
turning off a light switch.
What I learned later was that a goal that is vastly beyond anything you have
ever accomplished before is ignored by your self-concept. Instead of motivating
you, it discourages you. After six months of working toward this new, unrealistic
goal, I finally realized my mistake and reset my goal for $50,000 per year.
Almost immediately, I began making progress and had soon achieved my new
goal.

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