My long time speaker colleagues and friends Tony Alessandra and Jerry Teplitz have written a very interesting new book called Switched On Selling. It goes beyond the traditional sales techniques you might be familiar with to address deeper psychological and physiological challenges and opportunities. In the book they teach some fascinating ideas about improving your brain for better selling success. Here’s how they describe the book:
Have you ever wondered what it is that sets extraordinary salespeople apart from those who are just getting by? Are they simply more talented or more intelligent? Do they have better connections with decision-makers? Or is something else going on? The fact is that super-successful salespeople not only have great personalities and proven, powerful sales methods, they also have an elusive quality that we might call the X-factor. Super-successful salespeople more easily work through challenges and keep focused on their goals. Whether they know it or not, they are successful because they have subconscious beliefs that support success.
This book is based on a seminar Jerry has taught to tens of thousands of salespeople. In it, anyone can learn to change subconscious beliefs that do not support success. This is done through a process called a Brain Gym® Balance, which actually re-educates the brain, allowing you to discover the specific aspects of the selling process that are difficult and then eliminate the internal blockage to that goal. After doing the Balance, your brain will no longer perceive the blockage to that part of selling and, without effort, you will achieve greater selling success.
If you have thoughts like, “Prospects never answer my calls,” then it’s more likely that your calls will go unanswered. If you believe that closing sales is hard, it will be more difficult to attain success. Any limiting beliefs that you hold about success, abundance, effectiveness or other issues relating to the sales process are part of your subconscious programming.
The big question is this: Where does that programming come from? Why do you automatically “default” to the little voice inside that says that prospects don’t respond positively to you? Why doesn’t your little inner voice shout out to you: “I can do this.” “Cold calls are easy.” The problem is that the programming in your subconscious mind is locked in there—like a database of stored programs on a computer.
You can think of a Brain Gym Balance as re-wiring and rebalancing the circuitry of your brain from a fear / survival focus, which is triggered by past negative or stressful experiences, to a present time / choice focus. Through this re-wiring process, you will create new neural pathways that will make it easier to achieve the success you are looking for in your sales career.
In most cases, the goals that you currently find difficult to achieve are triggering an automatic stress response in the part of the brain called the amygdala. This response causes your amygdala to send a signal to the body’s fight-or-flight survival mechanism, which keeps you in the old “It’s difficult to achieve” or “I can’t do that” mental programming. You are caught up in the memory of negative experiences and stuck in your inability to achieve your goal.
The Balance reprograms the brain so the signal will be directed to the cerebrum instead, allowing you to choose a new response related to that situation. By doing the Balances, you will be switching off the amygdala’s stress response while you will be switching on the cerebrum’s ability to choose new responses for the different aspects of the selling process.
Switched-On Selling also includes selling techniques from master sales trainer, Dr. Tony Alessandra. The combination of the Brain Gym Balances and Dr. Alessandra’s leading-edge sales methods allows anyone to think like super-successful salespeople. Jack Canfield, co-author of Chicken Soup For the Soul book series, said this book will enable you to reach “superstar status.”