The human brain processes massive amounts of information by deleting unnecessary details, distorting perceptions, and generalizing from experiences. It focuses attention by filtering out irrelevant information. However, this can cause people to see problems more than opportunities if they focus on the wrong things. The brain also tends to exaggerate both good and bad aspects of situations. Generalizing from limited experiences can cause people to view single events as patterns. In sales specifically, focusing on positives rather than negatives and avoiding extreme language can help people sell more effectively.

1. 1
How the Brain Works

2. 2
The human brain is a
remarkable organ.

3. 3
Every moment it
takes in a
massive amount
of information
and organises it into patterns
that we can recognise and
understand.

4. 4
However, the brain can
only process so much
information at one time.

5. 5
In order to make sense of the world,
it engages in three specific activities:
1. Deletes
2. Distorts
3. Generalises

6. 6

7. 7
When we decide to focus on
something, the brain automatically
selects out information
that does not support
that area of focus.

8. 8
We start seeing more
of what we're looking for
and less of what
we aren't looking for.

9. 9
The danger comes
when we start
looking for the
wrong things.
If we look for
problems,
we will find them!

10. 10
Conversely,
if you start focusing on
your goal and vision
you will see every
opportunity that
comes your way.

11. 11
Focus on problems
and you miss the opportunity
Focus on opportunity
and the problems will vanish

12. 12
That's why setting goals and
having a vision is so important.

14. 14
The human brain
also has a tendency to
distort or exaggerate the truth
to make the
good things better
and the
bad things worse.

16. 16
Distortion is characterised
by the use of extreme words
such as "never" or "always“

17. 17
‘’That client never accepts my calls’’

18. 18
‘’I’ve always been rubbish at sales’’

19. 19
‘’Every time I call they are rude to me’’

20. 20
‘’No one is hiring at the moment’’

21. 21
Distortion puts us in
disempowering mental and
emotional states
and focuses on the problem
rather than the solution.

22. Generalise

23. 23
Generalisation is the
process through which our
beliefs are formed.
This is where we
draw global conclusions
based on one, two
or more experiences.

25. 25
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.

26. 26
However it can be our enemy
if we take a single event and
make it into a lifetime of experience.

27. 27
This is a common occurrence in sales!

28. 28
Support your brain to
improve your sales:
1. Focus on the positives
2. Mind your language
3. Don’t hallucinate!