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  • David Hess, LMT CPT

The Negative Sales Person

I listen to and watch a lot of positive and motivational podcasts and videos. I was trying a new one out this morning called The Mindset and Motivation podcast. It’s a quick, no frills podcast that, so far, I really like. In today’s episode the host said the best salesperson you’ll ever meet in life is the negative salesperson in your head. He was talking mostly about business, but it applies to all aspects of life. I thought about it in three different ways.


First, with clients I’ve had over the years. When they miss workouts, or have a set back with an injury, or they make bad food decisions, they tend to beat themselves up about these mis-steps. Unfortunately that can lead them to more bad choices. When those things happen I’ve always advised people to acknowledge the mistake, learn from it and move on. It serves no one any good to dwell on it.


Second, I thought about the negative salesperson with my own fitness. When I was trying to break 25 minutes in a 5k (I’m not fast). I had run a 25:30 and then a 25:20, but couldn’t get under that 25 minute mark. On my next attempt I decided to leave my phone at home. At the time I used a GPS app on it that would alert me my pace at every mile. That entire race the negative voice in my head was peppering me with a barrage of why are you doing this? You can’t do it. You should be in bed sleeping. Half way through I started listening to that voice. At 3 miles I was sure I would never run another race. When I entered the chute I saw the clock 23 minutes and change. My official time was 23:17. I beat my best time by more than 2 minutes. That’s unheard of. Usually you beat your PR by 5 seconds or 10 seconds not 2 plus minutes. Had I had my GPS app telling me I was running a 7:30 mile I would have slowed down because I know I can’t run that fast, but I did run that fast. After that race when I ran half marathons and my full marathon when the negative thoughts would enter my mind I was easily able to cast them aside.


Lastly, I thought about business. A couple of years ago I started a video production company called Reel Fit. It was based on high level athletes and their workouts, different exercise routines and overall wellness. After having difficulty finding athletes willing to do it and vastly underestimating how many views I would need to make money I gave it up. We only made seven episodes. The host on the podcast said the average podcaster gives up after seven episodes. Looks like I hit the bullseye there.


This made me think about why I gave up so easily on Reel Fit, but have stuck with my main business Hess Massage and Fitness since 2003. I’ve had highs and lows with HMF. However with massage therapy and personal training I’m educated and knowledgeable. I provide quality evidence based therapeutic services. With Reel Fit I was an amateur. I figured it out as I went so when I met resistance it was easy to throw in the towel.


The real difference is confidence. I am confident in my ability to run a certain distance or be a good massage therapist and lacked that confidence with Reel Fit. So the point is ignore the negative salesperson and stick to your project, or fitness journey, or life style change. Whatever path you’re on stay on it a bit longer and see where it takes you.



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