26th October 2009

Selling in tough times. Session six: How to monitor your negative thinking.

To check whether your actions are being affected by your negative thinking, you need to monitor your self-talk.

Start by using the Daily Thought Monitor that follows to keep track of your reactions and self-talk.  At the end of each day, first complete section C, then section A, and then section B.  Then finally complete section D.

Think of this as a four step process.

Step 1: In section C of the form describe how you felt when you experienced your unpleasant emotion today.  It’s often helpful if you start by saying to yourself, I felt… and then use a word such as “angry”, “depressed”, “hopeless”, “frustrated” or “anxious” to complete the sentence.

Also rate how upset you were on the scale: 0 (mildly upset) to 5 (extremely upset).

Step 2: In section A on the form, describe the activating event or problem that triggered your emotional reaction.

Step 3: List all the thoughts you said to yourself when A occurred.  An example of a Daily Thought Monitor with sections A, B and C completed is set out on the following pages.

Daily Thought Monitor

A.    Activating Event:   Describe the upsetting event.

I lost an easy sale

B.    Beliefs or Self-Talk:   List your thoughts

1. I’m a hopeless salesperson.

2. I’m a total failure.

3. This shows how useless I am.

4.

C.    Consequences: Describe and rate how you felt when A happened.

I felt:  depressed

Rating:  (circle) 0 = mildly upset; 5 = extremely upset             1   2   3   4   5

Step 4: Your final step is to dispute your thoughts by completing section D of the form.  After you’ve completed your disputing, evaluate how much better you feel at the bottom of the form.  An example, following on from the previous example is set out below.

D. Dispute of Self-Talk: Dispute each of your thoughts.

1. OK I’m not perfect, but that doesn’t make me hopeless.

2. I’ve made lots of other sales so I can’t be a total failure.

3. Sure I took the sale for granted but one silly mistake doesn’t make me useless.

Rating:  (circle) 0 = mildly upset; 5 = extremely upset             1   2   3   4   5

Keep filling out your daily mood monitor for as long as you feel you are being plagued by negative self-talk..  If you want to permanently change your thinking style, use the Daily Thought Monitor for ten to 15 minutes, five days a week for at least a month.  These Daily Thought workouts will increase your mental toughness in the same way a daily jog increases your physical stamina.

Daily Thought Monitor

A.    Activating Event:   Describe the upsetting event.

B.    Beliefs or Self-Talk: List your thoughts

1.

2.

3.

4.

C.    Consequences: Describe and rate how you felt when A happened.

I felt:

Rating:  (circle) 0 = mildly upset; 5 = extremely upset             1   2   3   4   5

D.    Dispute of Self-Talk: Dispute each of your thoughts.

Rating:  (circle) 0 = mildly upset; 5 = extremely upset             1   2   3   4   5

Popularity: 15% [?]

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5th October 2009

Selling in tough times. Session five: Overcoming negative beliefs

Disputing

The most powerful technique to turn a negative belief around is disputing.  When you dispute a negative belief, you argue with yourself by asking three basic questions.

1. What is the evidence for this belief?

When you jump to a conclusion based on a negative belief, you tend to jump over evidence that, had you considered it, might have led you to a different conclusion.

2. Is the belief sensible?

Negative beliefs are often based on distorted logic.

3. Is this thinking useful?

Sometimes beliefs are destructive and serve no useful purpose.

A B C D E

To practise disputing, extend the ABC model (Activating Event, Belief, Consequences) by adding D and E.  D stands for dispute, E stands for effect.

Activating Event: This is the negative event that triggers the emotion.

Belief: We react to activating events by thinking about them.  These thoughts turn into beliefs.

Consequences: Our beliefs have consequences.  These are what we do next.

Disputation: To turn a negative belief around, dispute it.

To dispute a negative belief ask:

  • What is the evidence for this belief?
  • Is the belief sensible?
  • Is this thinking useful?

Effect:The effect of disputing is the renewed confidence and energy that flows from getting rid of destructive negative thoughts.

Practice Disputing


1.Activating Event

Someone cuts you off in traffic.


Belief

You think:  That idiot nearly caused me to have an accident.


Consequences

You drive up behind them and angrily flash your lights.


Disputation?






Effect?







Popularity: 24% [?]

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