What’s the most important tool in your sales arsenal? Is it your CRM? Is it your dog-eared, much-loved copy, of “How to Win Friends and Influence People”? Or maybe the handy-dandy IPhone that allows you to hold all your contacts for your next sales appointment. While any of these might hold a place of importance, they can’t compare to the most important asset of all. And I’m so sure that I have the right answer that I challenge any of you to come up with a better answer:

It’s your mind, and more specifically your brain.

Assuming you could come up with a better answer than mine, you’d have to use your brain, which would only prove my point. Doctors and scientists studying neuroplasticity have discovered that our thoughts can change the structure and function of our brains, even into old age.

It is essential for everyone in sales to understand that the power of positive thinking has scientific creditability. These findings are so revolutionary; they’re only now reaching critical mass outside the realm of neuroscience because some stubborn scientists have resisted the findings. You might want to get a copy of “The Power of Positive Thinking” by Norman Vincent Peale.

But guess what? The brain is not akin to a machine at all. The brain, in fact, can rewire itself in a way that no computer ever could. Scientists have proven this conclusively by citing the work of maverick researchers who teach stroke victims how to use paralyzed limbs again, for example.

What does all this have to do with sales?

Remember your last sales challenge, and you know how hard it is to win the mental game. Willpower isn’t enough. But within the model of plastic brain change, you can find new insights and break bad habits with peak efficiency and skill. That is were ‘’’"'Truth-Talk"' ’’’ comes in.