Mental Action for the New Millennium An important part of managing ones' life is our attitude. We determine our attitude by what we tell ourselves. This self-script is known as your inner story.

"Whether you think you can or think you can't, you are probably right." This famous self-fulfilling prophecy quote by Henry Ford demonstrates the theory that the thoughts you create in your mind dictate your behavior or actions. In other words, what you tell yourself will likely come true. An important part of managing ones' life is our attitude. We determine our attitude by what we tell ourselves. This self-script is known as your inner story. Many people have inner stories that concentrate on the negative or on what could go wrong. For instance, you hesitate to ask your manager for a raise because you tell yourself that he or she will just say "no" or that asking will just cause waves and your manager will be resentful. Every day we create scenarios in our heads to help us rationalize why inaction on our part is okay. Yet, these types of mental gyrations will only cause you to become reactive and defeated when trying to achieve your life's goals.

I remember, as a Xerox Sales Represent-ative in North Carolina, going cold calling to sell office equipment. I found cold calling difficult and frustrating and my negative inner story reflected this. One day I was sitting in my NC State red convertible with the top down idling at a four way intersection. It was 3:00 p.m. on a beautiful fall Friday afternoon. The temperature was 70 degrees and the sky was a clear Carolina blue. I was wearing a Duke blue suit, white shirt and corporate red tie (didn't want to leave out any of the schools due to this being ACC country). My golf clubs were in the trunk where they stay 365 days of the year for just these types of occasions, sunny and warm. To my right, off in the distance was a new office park, which I had not noticed earlier. What rationalization do you think I used to hit the links early? I had my choice of the usual three. One, the decision-maker was not in (he or she is on the golf course). Two, they don't want to see a sales representative this late on a Friday. Three, this office complex would be a good place to start on Monday. Was it a great day to play golf? You bet. Was I achieving the sales goals that I had set for the year? Not quite.

Three months later during an award dinner, I sat next to several successful sales representatives each of whom had consistently reached Presidents Club, a high honor for top sales. Taking advantage of the situation, I began to ask what was the secret of their success. One of the many answers they gave me had to do with the best time to cold call during the week. Guess when, Friday afternoon. Each sales representative, sitting at that table that night, said that the decision-makers were not traveling (most travel Tuesday through Thursday) and therefore they were in their office. It was also the end of the week, which meant the decision-makers were in a good mood, willing to listen and would provide information they may not normally share. The end result, and the most important reason to cold call on Friday afternoons, was that they would buy office equipment. Learning from their collective wisdom, I made cold calls every Friday afternoon. This alone increased my sales by 30% over the next two years.

The lesson I learned was that my inner story prevented me from taking the action necessary for my success. The positive inner story of the successful sales representatives encouraged action and positive outcomes. It really didn't matter how well you knew the techniques of selling. If your inner story was not right you were not going to be successful. All of your knowledge and expertise would go by the wayside as unfulfilled potential.

To create a successful, action-oriented inner story, use these techniques.

1. Many of us fear FEAR (except those few who bungy jump). I interpret fear as an acronym for False Expectations Appearing Real. Fear, in all actuality, is simply being afraid of the unknown. The more information we receive about a particular issue or circumstance, the less intimidating it becomes. Fear is a reaction to what we tell ourselves. It is okay to be fearful especially when your life is in danger. Then it is necessary to fight or run away. However, in everyday work situations we squeeze fear as if it was our most precious stuffed animal and refuse to let go to our own detriment. So, whenever you are feeling fearful of a confrontation or decision, visualize the worst and reduce it by half. Then, take that scenario and reduce it by half again. Continue this process until the fear is minimal or has subsided. Many times you will realize that it was just in your head and that there wasn't anything to be fearful of in the first place.

2. When initiating an arduous task, abide by the 10-minute rule. Tell your inner story that "you will only work on it for ten minutes." That way it won't look as menacing and, believe it or not, you will probably work on the task longer than the ten minutes allotted. The hard part is just getting started.

3. A third technique is visualization. See yourself accomplishing the task in a positive and productive manner. Imagine those clients smiling as you greet them. Visualize their interest in your product or service as you explain the benefits of why they should buy. Anticipate them asking effective and concerned questions. See them purchasing your product. See yourself being successful. Many professional athletes use this technique before they go into competition. Tommy Moe, who won a gold medal in downhill skiing in the 1994 Winter Olympics in Lillehammer, visualized his run a few minutes before the start. He practiced his body positions while interpreting the course and all of its many turns. He could feel the snow and the wind at his face as he won with a flawless performance.

Put these techniques to work and you will discover yourself becoming proactive, accomplishing more each day. You will immediately recognize negative self-talk and change your inner-story to move forward with positive action.