You Are What You Think You Are

As a car salesman, part of Chris's daily routine is to spend two hours each morning talking to prospects to set up appointments. When he first started, he was quite nervous and his calls reflected it in his hesitant voice and unfocused conversation. He noted, however, that after the rousing sales meeting held each Monday, he had more confidence and was able to schedule far more appointments. The trouble was that that confidence quickly faded by Tuesday, let alone the rest of the week. Then he had an idea. Without telling a soul, he went off by himself each morning and gave himself a pep talk. He'd repeat how good of a sales person he was, how great the cars were and how much the people needed them. By the time he'd speak with the prospects on the phone, he knew he was doing them a favor. It payed off and be was able to successfully make those calls each day and feel he wanted to speak with every prospect.

Have you ever had to deliver a speech, maybe a simple toast, and have it totally flop? Can you recall the self talk you engaged in just minutes before the event? I'm guessing you were thinking about how nervous you were. You might have even been telling yourself not to mess it up.

Let me tell you about Oliver. He had a ten-minute presentation on being a leader to give. He was so nervous that after stumbling and stammering for about 5 minutes, he sat down defeated. The organizer of the training met with him the next day and gave him some advice which he followed to the letter. He went to a room by himself and talked to himself...a pep talk. He repeated for several minutes phrases such as, "I've got a message that people want to hear and I want to say". You could say a miracle took place. The difference was astounding! I see it every day. I know better and yet, I've done it myself. We all want to look good. Nobody wants to be the fool. So we worry ourselves right into defeat.

You are what you think your are...

Have you ever noticed when you feel good or are confident, you stand a little taller with your eyes a little brighter and your smile a little wider? When you nervous, your shoulders close in a little bit, you avoid other people's eyes or you tend to fidget? When you believe you have something important to say that someone else really wants or needs to hear, you may bend forward, look straight at them, or have more intensity in your voice. It's all how you think about yourself and your message.

I remember years ago trying to call prospects to list their homes for sale. After a few run ins with tough questions, I began to wonder what value I brought the prospective client. Quickly I had tremendous difficulty in making phone calls, let alone setting appointments. Believing I didn't have the value for my clients made it so. It took a lot of work to believe in what I was doing. I had to study to see the value of my service. Once I understood my value, I could use self talk to regain the confidence I needed to secure the trust of new clients. Today I know when I really believe in my message, that my audience wants to hear it and that they will have a little better life because of it, I become the best person to deliver that message.

Consider this:

Everything you are, your very demeanor, behavior and ultimately your success or failure is a projection of your thoughts.