The document discusses how the human brain works to make sense of the large amount of information it receives. It does this by engaging in three specific activities: deleting unnecessary information, distorting or exaggerating information, and generalizing from specific experiences. When focusing on goals and opportunities, the brain will delete problems and find solutions. However, focusing on problems can lead the brain to distort the truth and find issues where they may not exist. Generalizing takes specific events and draws broad conclusions, which can be helpful for learning but also cause people to believe single events define a lifetime of experiences. Maintaining a positive focus, minding exaggerating language, and avoiding making assumptions can help support the brain in sales and other areas.

1. 1
How the Brain Works

2. 2
The human brain is a remarkable organ.
Every moment it takes in a massive
amount of information and organises
it into patterns that we can recognise
and understand.
However, the brain can only process so
much information at one time.

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

4. 4
When we decide to
focus on something,
the brain automatically
selects out information
that does not support
that area of focus.

5. 5
We start seeing more of what we're
looking for and less of what we
aren't looking for.

6. 6
The danger comes
when we start
looking for the wrong
things.
If we look for
problems, we will
find them!

7. 7
Conversely, if you
start focusing on
your goal and
vision, you will see
every opportunity
that comes your
way.

8. 8
On problems and you miss the opportunity.
On opportunity and the problems will
vanish.

9. 9
They key to success is to delete
problems, not solutions.
That's why setting goals and having a
vision is so important.

10. 10
The human brain also has a tendency to
distort or exaggerate the truth to make the
good things better and the bad things worse.

11. 11
Distortion is characterised by the use of
extreme words such as "never" or
"always.“

12. 12
‘’That client never accepts my calls’’

13. 13
‘’I’ve always been rubbish at sales’’

14. 14
‘’Every time I call they are rude to me’’

15. 15
‘’No one is hiring at the moment’’

16. 16
Distortion puts us in
disempowering mental and
emotional states, and focuses on
the problem rather than the
solution.

17. 17
Generalise

18. 18
Generalisation is the process through
which our beliefs are formed.
This is where we draw global
conclusions based on one, two or
more experiences.

19. 19
At its best, generalisation is one of the
ways that we learn, whereby we take
the information we have and draw
broad conclusions about the world
based on one or more experiences.

20. 20
At its worst, generalisation is how we
take a single event and make it into a
lifetime of experience.
This is a common occurrence in sales!

21. 21
Support your brain to
improve your sales:
1. Focus on the positives
2. Mind your language
3. Don’t hallucinate!