Feedback 1/04
Letters from our readers
Don't Do
It
I enjoyed Barry Farber's piece on the mental edge for
connecting with customers-current or prospective ("Sales
Success," October). As a psychologist who has put psychology
to work on the competitive fields of sports and business and taught
at Dartmouth Medical School for over a decade, I would add one
additional tip: Don't use don't!
Don't think about what time it is. Did you see a watch or a clock-digital or analog? The human mind is visual. Neuropsych journeys into its deep corners suggest we may not even process the word don't. Instead, we picture the words that follow its command. Don't look back-look ahead. The next time you hear your own inner voice admonishing you with the "don't" command, turn it around. Tell yourself what to do. The results will surprise you.
Continue reading this article -- and everything on Entrepreneur!
Become a member to get unlimited access and support the voices you want to hear more from. Get full access to Entrepreneur for just $5!
