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Aug 04

Simple Secrets for Using the Power of Positive Affirmations to Supercharge Your Sales Success

By Dr. Jack Singer | Blog , Confidence , Sales Professionals , Self Improvement

Since Ruth Fishel published her classic book, Change Almost Anything in 21 Days,” the power of using positive affirmations has gained much attention.  We now know from the rich research conducted in the field of Cognitive Behavioral Therapy (CBT) that our belief systems and the thoughts connected with them drive our success or failure.

Much outcome research has been conducted with sales professionals. Why do some sales professionals get overwhelmed and flee the profession within a year, while others flourish and continue to build successful careers?  The answer lies in the self-talk habits that sales professionals bring with them when they first enter the profession and continue to use as they adapt to the stresses and strains of selling as a career.

What Are Affirmations?

Affirmations, positive or negative, are the statements we make to ourselves, based on how we interpret the situation in which we find ourselves at the moment.

All too often, our affirmations are negative and self-defeating, such as “That client said ‘no’ to the sale because I screwed up.”

Such a negative affirmation will produce serious damage to the sales professional’s confidence and self-esteem, thus leading to more “failed sales attempts,” and a self-fulfilling prophecy of feeling hopeless and helpless results in continual selling failures.

The good news is that we have choices in the types of affirmations that we say to ourselves, and positive affirmations said consistently can have powerful benefits, both in career success and even your health.

World-renowned experts, such as Dr. Bernie Siegel and Dr. Martin Seligman, the father of the Positive Psychology Movement, point to many cases of people overcoming devastating illnesses, using positive thinking, including repeating positive affirmations.

Dr. Seligman sites 40 years of his own research connecting sales success with affirmations that sales professionals use to maintain an attitude of optimism and gratefulness, discarding “failed” sales as flukes and focusing on the next sales opportunity.

5 Characteristics of Successful Affirmations

1. They must be positive.

The verbiage must always be positive. For example, saying, ”I am confident about my sales skills” is much better than saying “I no longer doubt myself in terms of my sales skills.”

2. The must be said with passion and gusto.

When we believe that our affirmations are true and in the present, and we repeat them with power and energy, we begin the process of conditioning our subconscious minds to actually strive toward making these beliefs true in the present.

Affirmations must be given more than lip service. When you say it with conviction, feel it by visualizing it as real, and let the wonderful feelings of having already accomplished this, then you re-program your mind and your body to accept it as part of the new you.

“I know that what I have to offer my customers will absolutely impact them in a positive way and they will thank me over and over for providing these products (or services) to them!”

[Tweet “Supercharge your #sales success with positive affirmations! Learn how here.”]

3. They must be said in the present moment.

Our subconscious minds do not know whether something is happening in reality or in our minds. For example, if you close your eyes and visualize holding a half of a lemon and see yourself taking a juicy bite out of it, you will salivate, as your subconscious mind believes this visualization is in fact really happening.  Our bodies respond to what we think about just as if it were actually happening at that moment.

So, with affirmations, be sure to state them in the most positive way and as if they are happening and real, right now. Even if you don’t know who your next prospect is, state it as if you have already met this potential customer:

“I know exactly how my product (service) will benefit this customer and if I were this customer’s best friend, I know exactly what I would say right now to convince him to buy.”

4. They must be realistic.

Giving yourself unrealistic affirmations sets you up for frustration and disappointment. Positive affirmations should reflect views of yourself and your success that are truly possible, not only in your fantasies.   For example, I cannot realistically affirm that I am becoming a famous actor or athlete, but I can affirm that I am a terrific psychologist and mentor for sales professionals.

5. They must be personal.

We can only make affirmations about ourselves, not what we want other people to be.  So, give yourself affirmations about your success as a sales professional, living out your career goals in the present.

A wonderful example of using a positive affirmation to explain ones’ success, despite missed opportunities in the past, is this quote from Michael Jordan:

I have missed more than 9000 shots in my career.  I have lost almost 300 games.  On 26 occasions I have been entrusted to take the game-winning shot and I have missed.  I have failed over and over again in my life.  And that’s precisely why I succeed!”

How to Get Started Using Positive Affirmations

  • Use your computer desktop to post your affirmations and repeat them at least 10 times a day, rotating new ones weekly
  • Use sticky notes posted on your bathroom mirror so you will begin to repeat your affirmations while brushing your teeth or brushing your hair
  • Use more sticky notes on your refrigerator, your car visor, or other places that you frequent daily
  • Use affirmations as mantras to use during meditation, while engaged in yoga and while conducting mindfulness exercises

The key to success is repetition and, as Ruth Fishel has shown, if you are consistent, you can change your life and your success in as little as 21 days!

May 13

Coach Your Sales Team Like a Pro Sports Coach – Part 4

By Dr. Jack Singer | Sales Professionals


Today is “(Mental) Toughness Thursday!”

By Dr. Jack Singer
Licensed Sport Psychologist
Professional Sales Team Speaker/Trainer

This is part 4 of a 5 part series.

GAME PLAN FOR SALES SUCCESS: Coach Your Sales Team Like a Pro Sports CoachThis is the fourth day of my week long Game Plan for Sales Success. The week began by exercises aimed at developing group cohesion, and was followed on Triumphant Tales Tuesday by case studies of sales successes that colleagues in your team can share with each other. Wednesday was the day that sales managers introduced specifics about a new sales push, new products, services, sales strategies etc. Workshop Wednesday was more of a didactic format, so that attendees could be exposed to your power-point, video programs, handouts, etc., teaching them all they need to know about these products and services.

We now have arrived at Thursday, which has the goal of troubleshooting problems sales, disappointments, missed opportunities, etc.  This is where mental toughness comes in.  Elite athletes gain knowledge from setbacks and bounce back quickly.  So, (mental) Toughness Thursday is all about training your team to deal with disappointments, mishaps in sales and missed opportunities.

Like athletes, many sales professionals look at missed opportunities and setbacks as “failures,” which now erodes their self-confidence.  And obviously, loss of self-confidence feeds on itself and undermines performance.  So, you need to teach them to quickly defuse the self-flagellation that could result from perceived “failures.” The best way to do that is by pro-actively putting this skill into the training package during the Toughness Thursday.

Using mental toughness in the face of disappointment is one of the most important ingredients for maintaining focus and overcoming the fear of continual failure. Once the sales professional runs into adversity, it is easy to become distracted from the goal, focusing instead on his perceived failure and the fear of repeating the failure.

Sales Performance= Sales Skill + Knowledge + Motivation  Minus Distractions.

This simple formula tells it all.  The more the distractions, the less the sales performance, regardless of skill, knowledge and motivation.  And, the number one distraction is the negative self-talk that follows setbacks in performance. 

Four training tips to help your sales team overcome negative distractions. 

#1) Stop negative self-talk immediately. Self-limiting, negative and pessimistic internal dialogue (self-talk) always inhibit success. Examples are sentences that begin with: “What if …,” “I hope I don’t . . .” “I should have said . . .” “The client won’t like me if . . .” “I always have problems with . . .” “I probably won’t be able to close this sale,” and “I can’t believe how stupid I was to miss that . . .” Negative, messages that pass through your mind immediately lead to muscle tightening, rapid breathing, and perspiring. These physiological responses are perceived as “stress,” and stress inhibits great performance.

Wear a loose fitting rubber band on your wrist and when negative thoughts go through your mind, snap the rubber band hard enough to stop the thought.  If a rubber band isn’t convenient, tighten a fist as a reminder to stop thinking that way.

Once you succeed in stopping the thought, take a few slow, deep breaths, relax, and change your thoughts to ones that are positive and optimistic. For example, when you catch yourself beginning a thought with “What if…,”  change it immediately to “No big deal.  I’ll learn from this and move on.” Always tell yourself to move on to the next opportunity and never linger on the negative situation that already passed.

Once you have taught your team these tips, pair them up and role play negative thinking scenarios and practice healthy responses.  Share examples with the rest of the team.

#2) Give yourself positive affirmations, continuously.  Regardless of what happened that you are not happy about, look to the next opportunity right now. Fill your thinking with positive affirmations about yourself, such as… “I am a very successful sales professional. In my career, I have bounced back from many disappointments and achieved success. I don’t have to be perfect to be successful, and I don’t have to get every sale to be successful.” 

A great plan is to have each member of your team write down 10 positive affirmations and say each one 10 times in the morning and 10 times in the evening.  Make sure they write down the affirmations, not just think about them.

# 3) Visualize sales success before you approach potential customers. Visualize yourself preparing for your next sales call and feeling confident as you enter the room. Visualize the sights and sounds around you as you begin. Picture the customer smiling and nodding in agreement as you show him/her how your product or service is perfect for their needs.

#4) Use the power of goal setting. You are 11 times more likely to reach a goal when you write it down, as opposed to simply thinking about it. Write down short and long-term sales-related goals that are specific and action-oriented. Ensure the goals are realistic.

Next, visualize yourself feeling wonderful once you achieve that goal. Imagine it as if you’ve already achieved the goal. It’s important to then list ways in which you could (or did in the past) sabotage yourself from accomplishing the goal, and how you’ll avoid that behavior.

Training your team to recognize negative distractions resulting from sales  disappointments and how to overcome those distractions will give them the mental toughness necessary to be continually successful.

Stay tuned for the next installment: Finale Friday.


Free 20 Minute Telephone Consultation with Psychologist Dr. Jack Singer

About the Author:

Dr. Jack Singer is a professional speaker, trainer and psychologist. He has been speaking for and training Fortune 1000 companies, associations, CEO’s and elite athletes for 34 years. Among the association conventions which Dr. Jack has keynoted are those which serve financial planners.

Dr. Jack is a frequent guest on CNN, MSNBC, FOX SPORTS and countless radio talk shows across the U.S. and Canada. He is the author of “The Teacher’s Ultimate Stress Mastery Guide,” and several series of hypnotic audio programs, some specifically for athletes and some for anyone wanting to raise their self-confidence and esteem. To learn more about Dr. Singer’s speaking and consulting services, please visit and or call him in the U.S. at (800) 497-9880.