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? |
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Effect? |
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