chapter 17
Confidence
Have you ever had a day when everything went right in your sales job? People consistently said yes, there was an ease in the way you dealt with any problems and you got a huge kick out of all your interactions. You may have experienced what positive psychologist Mihály Csíkszentmihályi calls a ‘flow state’, either in your sales role or another job or activity. This is a mental state of operation in which you are fully involved in an experience. There are other terms for this sort of experience – ‘in the zone’, ‘on the ball’, ‘really with it’ – a time when there is focus and absorption in the task, a balance between ability ...
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