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 thoughts1. 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: depressedRating: (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 thoughts1.2.3.4. |
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% [?]


