The Pretzel Effect In Sales

Pretzel legend has it that in 1614 in Switzerland, royal couples used a pretzel in their wedding ceremonies (similar to how a wishbone might be used today) to seal the bond of matrimony, and that this custom may have been the origin of the phrase “tying the knot.

In Germany, 17th-century children wore pretzel necklaces on New Year’s to symbolize good luck and prosperity for the coming year.

In 1861, Julius Sturgis founded the first commercial pretzel bakery in the town of Lititz, in Lancaster County, Pennsylvania. Today, Pennsylvania remains the American pretzel-making capital, as a full 80 percent of U.S. – made pretzels come from the Keystone State.

OKAY. So, what do pretzels have in common with sales success?

The pretzel is a symbol that I use, in my sales training and coaching programs, as a metaphor, to describe the connection between the outer and inner games of selling. You see, in sales, the outer and inner games of selling are interconnected, just like the twisted pretzel.

The outer game plays out in the the training room—sales reps learning new skills and sales techniques, and then, in the field, executing those skills and techniques. The inner game takes place within the mind of the sales rep—it’s how they think, feel, and what they believe.

Professional golfers say the toughest golf course they will ever play is a tiny six-inch remote course. The six inches between their ears—inside their brain. Research proves that the inner game makes or breaks you.

To win the outer game of selling, you must first win the inner game.

Here’s one technique that will help you win the inner game of selling and achieve your fullest potential.

Quiet the inner critic. Become aware of internal conversations and habitual thinking that’s going on inside your head. The private conversations you have with yourself can be either a powerful stepping stone or a major obstacle to reaching your sales goals.

Your thoughts greatly influence how you feel and behave which can cause negative self-talk to become downright self-destructive. Basically, negative self-talk is any inner dialogue you have with yourself that may be limiting your ability to believe in yourself and your own abilities, and reach your potential.

As a sales trainer and coach, for over two decades, I’ve met and worked with thousands of salespeople. During that time, I've witnessed the destructive effects that negative self-talk has had on so many talented and highly intelligent people. If it were not for the negative and self-limiting thinking, many of these people could have gone on to become top performing sales professionals. Unfortunately, most end up with mediocre sales careers.

Did you know that negative self-talk is the primary reason that sales reps don’t…?

• Ask for referrals and introductions
• Make more prospecting calls
• Ask enough qualifying questions
• Consistently follow up with prospects
• Get more qualified appointments
• Set ground rules and ask for commitments
• Call on C-level decision makers
• Win more profitable sales

Negative self-talk affects a person’s perception of their reality and corresponding behavior. It affects them in a very powerful way. They tell themselves they can't do something, and the more they hear it, the more they believe it.

How to minimize negative self-talk and win the inner game of selling.

Learn to notice when you're being self-critical. Once you start looking at it, you’ll probably be surprised by how much of your thinking is inaccurate, exaggerated, or focused on the negatives

Accept this reality. You are ultimately in control of your thoughts—because you are the source of them. This means you can learn to consciously choose to replace your negative thoughts with positive ones that will make your life better

Challenge your negative self-talk. One of the damaging aspects of negative self-talk is that it often goes unchallenged. The vast majority of negative self-talk is an exaggeration, and calling yourself on this can help to take away the damaging influence of negative self-talk

Look for alternative explanations. Ask yourself: Are there any other ways that I could look at the situation? What else could this mean? If I were being positive, how would I perceive this situation?

Practice. With practice, you can learn to notice your own negative self-talk as it happens, and consciously choose to think about the situation in a more realistic and helpful way. Whenever you find yourself feeling angry, anxious, or upset, use this as your signal to stop and become aware of your thoughts. Use your feelings as your cue to reflect on your thinking

To learn how Charlie Anderson’s SHIFT THINKING SALES COACHING can help you become a more confident and successful sales professional, click on this link: https://charlie-anderson-l6p4.squarespace.com/coaching    

Charlie Anderson is President of Selling Skills Institute. He’s a bestselling author, original creator of Shift THINKING - a “breakthrough” sales training methodology that unlocks human potential, and Human Dynamic Selling—a game-changing sales approach that enables sellers to humanize the buying and selling experience, differentiate their brand, and increase their chances of being the preferred seller in today’s digital age.

To contact Charlie Anderson

Telephone: 339-927-2746

Email: [email protected]

Website: https://sellingskillsinstitute.com