How to master the attitudes of success: optimism, confidence and persistence.

Overview

The Importance of Mental Skills Training

To reach their potential salespeople need more than the technical skills of selling - opening, uncovering needs, presenting and closing.

To become super achievers salespeople also need the mental skills that underpin achievement.

The Mental Edge® is a three day programme which teaches proven techniques for developing and enhancing the key mental skills.

Benefits

The Mental Edge® Shows Staff how to:

1. Move into and stay in the high energy, high performance flow zone characterized by control, confidence and commitment.
   
   
2. Achieve the mental toughness needed to handle:
   - Call rejection
   - Call reluctance
   - The fear of failure
   - Sales slumps
   - Aggressive customers.
   
   
3. Create the positive mind set that underpins motivation, commitment and persistence.
   
   
4. Fight and overcome boredom, demotivation and lethargy.
   
   
5. Handle anxiety, negative stress and tension.
   
   
6. Overcome the negative beliefs that stop salespeople from achieving their true potential.
   
   
7. Set, and achieve, ambitious sales targets every time.

The Mental Edge® - 3 Days

1. Becoming a Sales Star
   Research shows top salespeople know how to control their mental state in order to stay focused, confident and goal driven. When salespeople use these 'mental skills' in combination they operate in their peak performance state - the flow zone.
   
   - Why are some salespeople so much better than others?
   - Why do salespeople perform better on some days than others?
   - What mental skills do top sales performers possess?
   - The flow zone model of performance.
   - Measuring your performance zone profile.
   
   
2. Generating Passion, Purpose and Direction
   Successful salespeople are driven by a passion for their job, and a vision of where they want to be. They know how to achieve this by setting high, yet achievable, goals.
   
   - Creating a personal vision.
   - Discovering the sources of inner motivation.
   - Turning your vision into achievable goals.
   - Developing performance targets and maintaining motivation.
   
   
3. The Power of Attitude
   Above all successful salespeople know how to develop and maintain an optimistic mind set. Salespeople with a positive mind set are more confident and persistent. The result: higher sales.
   
   - The link between positive thought and increased sales.
   - Developing an attitude that is both positive and realistic.
   - How a positive attitude leads to confidence and persistence.
   - Assessing your own levels of confidence and persistence.
   
   
4. Reprogramming Your Negative Thoughts
   Research shows under-performing salespeople fall into negative thinking traps. Recognizing and escaping these traps is a key to permanent attitude change.
   
   - Why a negative attitude is normal.
   - Recognizing and eliminating self-defeating attitudes.
   - Reprogramming your thoughts.
   - Creating a permanent attitude change.
   
   
5. The Power of Mental Rehearsal
   We all use mental imagery every day. Under-performers use it to rehearse their mistakes - playing them over and over again. By contrast achievers use the power of imagery to improve their performance and overcome their fears.
   
   - How to use visualization to re-energize.
   - How to use visualization to improve your performance.
   - How to use visualization to overcome: call rejection, call reluctance, the fear of failure and sales slumps.
   - Using affirmations during visualization.
   
   
6. The Mind/Body Link
   The peak performance flow zone is characterized by inner calm and a state of relaxation. Until you are able to relax, you cannot review or think about your performance intelligently.
   
   You also need to relax to be able to practice many of the other mental skills strategies such as visualization.
   
   - The importance of relaxation.
   - How to relax and achieve inner calm.
   - Turning negative tension into positive energy.
   - Using breathing techniques to achieve calmness, high energy, relaxation and even better focus.
   
   
7. The Language of Super Performance
   Achievers use affirmations - or preplanned positive thoughts - to keep their behaviors focused on their goals.
   
   - What are affirmations?
   - How negative thoughts create a defensive mind set.
   - How to create affirmations.
   - How to use quotations to provide guidance and inspiration.
   
   
8. Physically Fitter Means Mentally Tougher
   Your mental stamina depends on your physical stamina. You need to exercise regularly to build your mental toughness, raise your confidence and lower your stress levels.
   
   - Exercising for the flow zone.
   - The importance of exercise.
   - The feel better phenomenon.
   - The "3 S's " of exercise: stamina, strength and suppleness.
   
   
9. Managing Your Mind and Mood Through Food
   Diet is a key to mental stamina. The right foods will boost your mental alertness, increase focus and reduce tension.
   
   - The links between diet and your physical alertness, energy and productivity.
   - What foods impact on mental energy, concentration, mood, behavior and performance.
   - The guidelines for high performance eating.
   
   
10. The Power of Humor
    Optimism, performance and humor are closely linked. Humor helps us to stay focused, re-energize, and bounce back from adversity.
    
    - Humor and performance.
    - How to take yourself lightly and your sales seriously.
    - Tips for the humor impaired.