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?







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