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How the Brain Works

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The human brain is a remarkable organ.

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Every moment it takes in a

massive amount of information

and organises it into patterns that we can

recognise and understand.

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However, the brain can only process so much information at

one time.

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In order to make sense of the world,

it engages in three specific activities:

1. Deletes2. Distorts3. Generalises

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When we decide to focus on something, the brain

automatically selects out information that does not

support that area of focus. 

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We start seeing more of what we're looking for

and less of what we aren't looking for.

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The danger comes when we start looking for

the wrong things.

If we look for problems, we will find

them!

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Conversely, if you start focusing

on your goal and vision

you will see every

opportunity that comes your way.

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Focus on problems and you miss the opportunity

  Focus on opportunity

and the problems will vanish

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That's why setting goals and having a vision is so

important.

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The human brain also has a tendency to

distort or exaggerate the truth to make the

good things better and the

bad things worse.

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Distortion is characterised by the use of extreme words such as "never" or "always“

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‘’That client never accepts my calls’’

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‘’I’ve always been rubbish at sales’’

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‘’Every time I call they are rude to me’’

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‘’No one is hiring at the moment’’

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Distortion puts us in disempowering mental and

emotional statesand focuses on the

problem rather than the solution.

Generalise

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Generalisation is the process through which our

beliefs are formed.

This is where we draw global conclusions

based on one, two or more experiences.

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Generalisation is one of the ways that we learn.

We take the information we have and draw broad

conclusions about the world based on this experience.

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However it can be our enemyif we take a single event and

make it into a lifetime of experience.

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This is a common occurrence in sales!

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Support your brain to improve your sales:

1. Focus on the positives2. Mind your language3. Don’t hallucinate!