Sales Training: Our Emotions and Our Actions are Tightly Linked
By Mark Bowser
- Motivational Business Speaker
Control your emotions and you can close more sales. Have you ever heard of state management? Now, I am not talking about how to run a state such as Florida. I am talking about our states of mind and emotions.
Our states are affected by two things. One, our internal representations or how we look at the world. This is basically positive or negative thinking. Whether we look on the good side or the bad side does affect how we feel. Second, our states are affected by our physiology. Physiology can be defined as how we move our bodies. Movement of our bodies does create emotion.
Physiology is the quickest way to change how you feel. For example, let’s say you have been watching television for two solid hours. You have not moved from your favorite chair. How do you feel? Probably a little lethargic. How can you get yourself to feel more energetic? By getting up and doing something. The movement will change your emotion.
The father of American Psychology, Dr. William James, had what he called the “As if” principle. We simply act the way we want to be and the emotion will follow. If you want to have more energy, act the way you would if you had more energy. This will create the emotion of energy. If you want to be a person of courage then act as if you had courage. The emotion will follow. Physiology and positive thinking are powerful. God thought of all the details. He even packed POWER in a smile. Did you know that when we smile it releases a chemical in our brains that makes us feel good? Isn’t that great? So, keep smiling and moving and create the emotions that you desire. Before you know it, your sales will be going up.
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