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Mindfulness in Sales: Simply Notice

February 16, 2023

Those in sales are used to measuring results to see how they’re doing. One-hundred percent of quota. A million dollar sale. Another million to go for that trip to Aruba. Certainly, in diet and exercise programs, numbers are used to measure progress. Lost two pounds. Bench-pressed seventy pounds. Body/mass index of twenty-four.

But in mindfulness and meditation practice you don’t have these metrics to measure your results. I suppose you could use the length of time you’re meditating, but you’d likely be more successful meditating for one minute with a high quality of awareness than for twenty minutes lost in thought, so length of time doesn’t tell the whole story.

To help reduce the frustration that can come by not having metrics to show how you’re progressing in meditation, consider cultivating the intention to simply notice. If you have difficulty meditating and it’s challenging for you, notice that. If you have a wonderful experience, notice that (and realize that everything is temporary and that doesn’t mean you’ll have a wonderful experience next time). If you were lost in thought for your entire meditation time, notice that. If you forgot to notice, see if you can notice that.

Here’s how you can bring the practice of noticing to your sales calls. Let’s say you’re meeting with a client for the first time. Maybe you’ll notice the pictures on the desk, or the higher education degrees hanging on the wall. Maybe you’ll notice that you’re making a judgement about the client’s ability to purchase — and then notice that you can release that judgement, since it’s getting in the way of your path to the sale.

When you simply notice that you’re aware, you’re on the path to mindfulness. The path can have many twists and turns along the way, but the best way to stay on it is to continue to notice, one moment at a time.

Train Your Mind & Grow Your Business

February 12, 2023

Have you heard the old story about a traveller riding a wild horse? He’s clinging to the horse as they gallop past a man who shouts, “HEY! WHERE ARE YOU GOING?” The traveller replies, “DON’T ASK ME, ASK THE HORSE!” The horse represents an untrained mind, running wild and creating havoc. But here’s the good news: training the horse (your mind) can bring profound benefits.

To understand these benefits, let’s look at your internal mind-talk. Did you know that most folks have ongoing conversations in the back of their minds? (If you just thought, “Yes, I know” or even “Nope, not me!,” that’s the internal conversation I’m talking about.) I call this mind-talk “STUFF” — an acronym for Stories, Thoughts, Urges, Frustrations and Feelings.

We all have STUFF in our minds. Although STUFF helps us navigate our way in life, it can also create obstacles, especially in sales situations. Maybe you’ve told yourself the story “she only buys from my competitor” or “Friday afternoons are never productive.” Or maybe you’ve been overcome with frustration after hearing NO for the 10th time.

Now, imagine looking at your STUFF squarely in its face and seeing it clearly. Let’s say you notice a negative thought about your ability to close a sale. Here’s where you can direct that wild horse. Can you replace the negative thought with a positive one? This is the work of training the mind.

Your STUFF can also distract you. Imagine talking with a prospect, but your attention keeps being pulled to your cycling thoughts: I hope my parking meter doesn’t expire! How should I answer his objection? I really want to close this sale! Now, imagine fully focusing on customers and discovering their needs. This, too, is the work of training the mind.

Training your mind helps you become mindful and see your STUFF clearly. This clear-seeing enables you to release negative thoughts, choose positive thoughts that serve you, focus on discovering customer needs and grow your business!

Want to read more about training your mind and growing your business? Read Ignite Your Sales Power! Mindfulness Skills for Sales Professionals, available on Amazon and BN.com.

“Time Traveling” for Clarity

August 4, 2022

Feeling stuck? Not sure of your next steps? Consider “time traveling” for clarity. Of course, I’m not referring to stepping into a time machine and being deposited at a different point in time. What I am referring to, however, is time traveling with your imagination.

Here’s how this works. Let’s say you’re ready to make a career change, but you’re unable to get clarity on what’s next for you. You’re not sure if you should consider remote or in-person work, a large company or a small one — or even if you should change industries.

You know from past experience that if you have a clear picture of your goal, you’re more likely to reach it. But try as you might, you can’t get clarity on where you’d like to land.

Here’s where “time travel” comes in. To get started, sit or lie down in a comfortable position. Take a few breaths to center yourself. Try to keep your body relaxed, but your mind alert.

Next, it’s time to travel with your imagination. Imagine yourself in the future after you’ve made your career transition. You can picture the future in whatever timeframe seems right to you, whether it’s six months from now, a year from now or longer.

Imagine seeing yourself engaged in fulfilling work. Try to allow details of your work to emerge. What is the work product? What is the work environment? Who are your colleagues? If you can, allow your imagination to have free rein, without judging your vision of what’s next. Once you’ve finished with this process, you can pick and choose which aspects of your time travel you’d like to pursue.

Why this method works: When you’re immersed in a situation it can be difficult to find clarity. This technique allows you to step back, see the whole picture and gain perspective. Additionally, by treating your next steps as if they’ve already taken place, you don’t have to figure anything out. You can just “time travel” to witness the outcome.

The next time you’re looking for clarity, consider trying this technique to help you discover inspiration and guidance.

Engage Your Senses for a Good Night’s Sleep

June 25, 2021

Is your busy mind keeping you awake at night? By shifting your attention to what you’re experiencing with your senses, you can begin to loosen the grip of cycling thoughts.

What you see

Color: Consider decorating your bedroom with water colors and soft pastels. Select paint colors, bedding colors, and pillow colors that will help make your room an oasis of tranquility. Unlike vibrant primary colors which can be energizing, these soft colors can be soothing and calming—and help prepare you for a good night’s sleep.

Screen time: In addition to what you see, it’s also important to consider what you don’t see. Try to get in the habit of refraining from screen time for at least an hour prior to bedtime. When you’re in front of a screen your body may think it’s daytime and this can interfere with the release of hormones that help you sleep.

What you hear

Sound machine: Nature sounds or continual sound like white noise can offer you a resting place for your attention. Any time you’re distracted by cycling thoughts, simply shift your attention to what you hear—even if you have to make this attention shift every second or two.

What you smell

Aromatherapy: Scents can help you relax, and lavender is known for its soothing aroma. When you have trouble falling asleep, adding lavender essential oil to an aromatherapy diffuser can send you off to dreamland, like Dorothy in The Wizard of Oz as she entered the poppy fields.

What you feel

Weighted blanket: Sleeping with a weighted blanket on top of you can help relax your muscles. If you tend to get warm when you sleep, consider using a “cooling” style of weighted blanket. It’s typically recommended to use a blanket that’s no heavier than 10% of your body weight.

Progressive Muscle Relaxation Exercise: Practicing a progressive muscle relaxation helps to release physical tension. This exercise consists of a gentle tightening and releasing of each muscle group to help you differentiate between what a muscle feels like when it’s tensed versus what it feels like when it’s relaxed. This exercise is often referred to as the Jacobson Relaxation Technique.

Hello 2021!

January 1, 2021

On January 1, 2021, I threw out my page-a-day calendar, with the last page, December 31, 2020, still clinging to the adhesive. Unlike years past, this year I felt a sense of relief—a sense of “good riddance 2020!”—as I tossed out the old. A sense of anticipation arose as I cut the plastic wrap from the new calendar.

Viktor Frankl talks about this sense of anticipation in his book,“Man’s Search For Meaning,” one of my pandemic reads. Frankl emphasizes the importance of living by looking to the future in the most difficult moments of existence. He writes about gaining inner strength by focusing on future outcomes, no matter how hard it is to shift your focus from the present.

I’m a mindfulness trainer, teaching present moment awareness. This awareness doesn’t mean you have to continually focus on the difficulties of the present situation. Certainly, it means to acknowledge the challenges. Pushing them away would create resistance. But looking at challenges as part of a whole—rather than seeing them as if they’re all that exists—can help give you perspective. Part of that whole is looking to the future. As Frankl would say, this looking forward can help fortify you.

Remember, you are at choice about where you focus your attention. Consider focusing on what you want to create in the new year. What are you looking forward to in 2021?

Being Comfortable with the Unknown

November 4, 2020

Like millions of people throughout the world, I woke up this morning to an unknown election result. Darn! I wanted to know what was in store for the next four years and I wanted to know NOW!

People like predictability. People like to know what’s next. Living in the unknown can be uncomfortable, yet that’s where we are at this moment in time.

So, if you want to get more comfortable with the unknown—whether it’s the unknown of an election result or the unknown of everyday life—here are some tips:

Stay present in your body. When your mind starts to spin, shift your attention to your body and breath. Notice the coolness of the air when you breathe in and its warmth when you breathe out. Notice the connection of your feet with the ground beneath you. Whenever your mind wanders, bring it back to your breath or your feet.

Realize that this, too, shall pass. Everything changes. At some point we’ll all know the outcome of the election. And then in four years another election will take place and we’ll go through uncertainty once again. We’re in the midst of an event in the timeline of history.

See if you can let go of the need for a predictable result, realizing that “knowing” can be an illusion, anyway. Consider the times when you thought you know how everything was going to go, then something came out of left field and completely surprised you. Even when you think you know, life is full of unpredictable twists and turns.

Which leads me to the last point. It’s okay not to know. Can you let go of the need for a predictable result and instead, bring your awareness to the present moment? Remember, you can bring your attention to your feet connected to the ground anytime. Because one thing you do know is that as long as you’re on this earth, gravity will hold you close.