The Inner Game of Selling by Ron Willingham

Author:Ron Willingham
Language: eng
Format: epub
Publisher: Free Press

Hunches, Intuition, Ideas Sent to Your “I Think”

Your Goal-Seeking Mechanism also works teleologically. It works unconsciously to seek out specific targets. When you have goal clarity, or have defined specific, measurable targets, this mechanism acts as a guidance system to steer you to them.

Often when you set a sales goal, the target is known but the strategy to get there isn’t. So you begin a series of actions. Some advance you toward your goal, others get you nowhere. You usually have to take corrective measures as you’re moving toward your target or goal. You gradually find out what will work and what won’t. Almost all goals require feedback and corrective actions in order to reach them.

Your corrections only become clear and manageable when you have a goal or target on which to direct your efforts. Focusing on the goal helps you monitor your progress and make needed changes, or corrections, that are necessary to reach it.

In all goal achievement, we must keep asking, “What is my goal and what must I do to reach it?” Your inner guidance system will then reveal the needed correction of your course.

Let’s look at the model below to get a clear picture of what I’m saying.

Your “I Think” selects a goal, and the resources in your “I Am” go to work to steer you to it, when your “I Am” believes it to be possible. If your “I Am” believes that it is, it also triggers emotions of confidence, enthusiasm, energy, hope, worthiness, and achievement drive. If you don’t internally believe the goal is possible, or if it’s inconsistent with your values or feelings of worthiness, then feelings of disbelief, frustration, and inadequacy are triggered in your “I Feel.”

In other words, success demands the integration of your “I Think” and your “I Am” for your “I Feel” to be positive.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.