The mind is the Matter

It's no secret that this year has been off the charts with all kinds of chaos - including the pandemic, political landscape, and racial unrest. I mean, the whole remote learning thing alone - good grief!  It's no wonder that people are more anxious and generally feeling off balance.  Sales professionals are no exception.  

It seems more difficult, now, to stay in a good mood or maintain a positive mindset for very long.  I've noticed even some of the most positive sales pros I know find themselves feeling down more than they have ever done in the past. 

One of the most powerful things that a sales professional can use to boost performance is their mindset.  The best sales professionals that I have come across over the years are deliberate about managing their mindset and their mood.  It ain't easy….but they've learned the results are so worth it. 

 Fear not, I am not going to give you a daily affirmation to recite in front of the mirror. Nope. No offense to Stuart Smalley,* but I don't think that stuff helps with anything other than making you feel like a fool.  (Please don’t tell me if you do not get that reference - I already feel old.)

There is one thing, though, that I think is simple, easy to do and can make a real difference in helping us manage our mood and mindset - especially as we go out and face a day in the life of a sales pro.

 MUSIC.

Research** has shown that music releases dopamine and serotonin into our brains. These chemicals help feel pleasure, relax, and focus better. We can all use a little bit of that, right now.  

It continues to amaze me that when I carry that positive mindset and energy into a client meeting, it seems almost contagious and helps me to level up the conversation. 

We can choose music that makes us feel more positive, energized, or inspired. Music can help us get in the right frame of mind for whatever we have to face.  It can help us get our heads on straight.

Obv. what I am sharing, here, is no cure for anything. It is not meant to replace professional mental health support and services.   If you are feeling anxious or depressed please reach out for help to better understand and manage your own unique mental health needs.***

I have found that when I start or end my day with the news, I am just not at my best.  When I start my day with songs that remind me of happy times and places, pump me up for an important moment, or motivate me to act on the things that I know matter most, I am much more effective and happy.

I use playlists to set the tone for my day and to pick me up when the day (or my perception of it) is going in the wrong direction.  I also always pick a relevant song to play before I go into an important client meeting - something that makes me feel what I need to in order to best serve that prospect or customer.

Most people love music and it's an important part of their lives in some way. I've just learned to use music to help manage my mood and, I believe, my performance. It's kind of eerily amazing how well it works.  

Try it for yourself. Instead of just listening to your music in your usual way - without thinking about it, first - try doing it on purpose.   What mindset do you need to be in tomorrow?  

Tonight - make a playlist that you think will get you there and play it for yourself in the morning.  Do it for a week - I bet you'll notice a difference in how you approach and handle your sales motion and sales conversations. 

What songs do you think you'll choose to help you level up?

* https://www.nbc.com/saturday-night-live/cast/al-franken-14791/character/stuart-smalley-72766

** "This is Your Brain on Music: The Science of a Human Obsession" by Daniel Levitin

*** https://www.nimh.nih.gov/health/find-help/index.shtml