Oct 27, 2015

The Salesman Who Chose to Forget How to Fail


Each and every day entrepreneurs, business owners, and salespeople have a wealth of reasons they could choose to fail. Some external factors are:

  • Family members who don’t believe in them and/or in what they’re doing
  • A minimal amount of resources available to them
  • More established companies competing against them
  • Vendors, trainers, marketing companies, clients, staff, and others who are more than happy to take their money and not deliver a return…and more.

    Then, there are the internal factors, such as:

  • Lack of knowledge of some aspects of running a business
  • Fears, doubts, worries
  • Personal and professional hurts, habits, and hang-ups
  • Limiting beliefs
  • Would it be fair to say that, if all of the internal resources were corrected, the external factors would be less impactful? From my experience, the answer is a resounding “YES!” With this thought in mind, I’m going to share two brief stories of how this is, indeed, true.

    I had a gentleman who started a business about 18 months ago come to me as a referral. He explained to me that his business was struggling to survive and that he was close to closing his business and start looking for a job. The problem he had with this situation was that he was used to winning. He had consistently won in every sport he participated in. He consistently achieved each goal in his life…until now. His family and friends had discouraged him from the time he started his business, until now, and their words echoed in his mind every time he failed to close a prospect, every time he found it hard to pay his bills, every time he had a sleepless night. I worked with this gentleman for an hour. I first found out what beliefs, thoughts, and behaviors he wanted to change. I asked him to describe for me how he would like to be different when he left my office; what his beliefs would be, what his thoughts would be, and what his behaviors would be. Using hypnosis, I removed the “Mental Malware” that had been taking his focus off of success and his ability to continue to see himself as a winner. I then “reprogrammed” his mind using Transformative Thinking; the process of “perspective transformation” having three dimensions: psychological (changes in understanding of the self), convictional (revision of belief systems), and behavioral (changes in lifestyle). The result? He left my office and immediately called on a company he had seen on his way to his appointment with me, but had been afraid to stop and talk to them before. Within a week he sold his largest client ever! This new client was worth more than $5,000,000! What was his explanation for his success? He said, ‘You told my unconscious mind to forget the things I needed to forget and to remember only the things that will help me be successful. I can’t find and remember any of the negative things people had told me since I started my business. They just aren’t there anymore. This freed me up to focus only on the positive for the future.’

    This second story is of a VP of a large international cement company. This was a woman who had been very successful in what she described as “a man’s world”. No woman had ever succeeded as she had in that company or that industry. Even though she had success, she was still being treated as a “lesser” VP. Her relationship with the president of the company had been strained for many months. She was set to have an important meeting with the president and she was fearful. I worked with her and helped her resolve the internal challenges she had with being “good enough” to be in her position, that she deserved to be where she was because of the results she had obtained, and that she was a true top-performing VP for the company, as she had outperformed all her male counterparts. And, as with the gentleman in the first story, I used Transformative Thinking to “adjust” her beliefs, thoughts, and behaviors. Her meeting went well with the president. In fact, several months later she said she realized that their relationship was great! As she looked back, the only thing that had influenced the change was her session of Transformative Thinking. About six months later she returned for another session. Why? She was being flown to Germany to meet with the C-level team of the entire international corporation and she felt like she needed a boost!

    Why does hypnosis and Transformative Thinking work so quickly, so effectively, and so well? Here’s what the American Psychological Association says:

    “The current trend is to use hypnosis to remove the negative attitudes, fears, maladaptive behavior patterns, and negative self-images underlying the symptoms.” The reason hypnosis is so effective in facilitating therapy is that “the incongruent perceptions, beliefs, and attitudes are kept from interfering with the suggestion (and thus with the conditioning).” (33 ref.) (PsycINFO Database Record (c) 2012 APA, all rights reserved)”

    Dr. Edward Lewellen is a Master Executive Coach, leadership and sales expert, and keynote speaker for some of the largest global organizations.

    Author of The 90-Second Mind Manager