Sales. It's A Matter Of Mind. Part Four

Last issue we discussed how you can change a behavior simply by visualizing yourself performing a new or improved activity (like a successful sales call), the reason this is possible is due to the fact that your subconscious mind does not know the difference between a real and an imagined activity. Imagining, visualizing and hypnotizing your brain creates the SAME response as doing the actual activity.

So, what do you see yourself doing? Your subconscious mind is watching, listening and awaiting your direction.

We all recognize the phrase ‘what comes up must come down,’ as the Law of Gravity. But did you know there are Laws of Mind as well?

I apply three different Laws of Mind with my hypnosis clients. We have already talked about the Law of Concentrated Attention in past articles so today I would like to introduce a new law so you can better understand why your mind functions the way it does and why it can be difficult to change a behavior. Here is a description:

The Law of Dominant Effect is based on a subject’s ability to only focus their mind on one attitude at a time, (and it can be either positive or negative). The stronger attitude has the dominant effect, or in other words, stronger attitudes and emotions can replace weaker ones.

The Law of Dominant Effect in Action.

Try this:
Read this first to become familiar with the instructions, then, close your eyes and perform the visual in your mind. Using your imagination see an image of a vacation spot, hold the image in your mind, take in all of the detail of your surroundings, are you aware of any sounds, feel yourself there in your mind. Now open your eyes. Look at your present surroundings. What happened to image of your vacation spot? It disappeared didn’t it? The Law of Dominate Effect can be as simple as redirecting your attention to something else.

In real life: Let’s say you want to stop a habit such as smoking. Well the worst thing you can do is to think about smoking. When you re-focus your attention on something else the thought of smoking goes away. The idea is to get your mind off what you don’t want and on to what you do want.

Reason why this works: Your mind can’t hold two opposing thoughts. Please note: those thoughts can be either negative or positive but not both. So you can’t at the same time think about wanting to reach a goal and also have the thought that you don’t have enough experience to achieve it. The stronger of the two thoughts always wins.

How does apply to sales?
Since the law of gravity works without us thinking about it, the law of dominate effect does too, so it is a good idea to consciously get a clear picture of the vision you want to achieve and to be very specific about it. I cannot stress enough how important it is to strongly implant in your mind how you see your goal; you can do this with the use of visual aids.

Once you have that goal in mind, write it in the present tense, as if it is already happening and give yourself a deadline if needed. Focus on your goal, see it, feel it happening now. A very good mentor of mine once said, “act as if”. I am suggesting you do the same.

Next time we will introduce the Law of Reversed Effect and how it effects intentions vs. reality.


Valerie Grimes, CHt is a hypnotist and mind coach in practice in Irving since 2002. She works with individuals to improve sales by uncovering the true causes of under performance. You can contact her at: yourmindcoach@verizon.com, or 972-974-2094