Rewire Your Mind to Win featuring Dr. Bobby Low

Dr. Bobby Low (0:00)

There's good research that says nearly 95% of your fears and worries never come true. Selling from the Heart is really, can I get behind as a seller this product? Can I fall in love with this product? Beyond just the product fall in love with, what outcomes and what solutions does this drive for the buyer? To become a highly effective performer is your own inner self-talk, your own inner voice, right? You call it that inner critic or that second voice that you hear. Everybody has it. It's an effective tool to use to then control everything you want to control. The interesting thing about the brain is it's super objective. It doesn't care what is helpful, what is true or what is not true. It just wires in what gets repeated.

SPEAKER_2 (0:43)

Welcome to the Selling from the Heart Podcast on the From the Heart Business Network. You've joined a global movement of sales professionals who are dedicated to being authentic and building trust. We call it Selling from the Heart.

Together, we're on a mission to bring sincerity and substance to the sales profession we all love. Get ready to be inspired and equipped as we join our hosts, Larry Levine and Darrell Amy.

Darrell Amy (1:18)

Welcome to Selling from the Heart. I'm your co-host, Darrell Amy, here today with Larry Levine and we're joined by Dr. Bobby Low. He's the mental performance doctor at Brigham Young University and the author of Wiring Intelligence, From Reactive to Proactive, 8 Mindsets to Control Performance Under Pressure. Dr. Bobby, it's great to have you here.

Dr. Bobby Low (1:40)

Yeah, happy to be here. Thanks for having me, guys.

Larry Levine (1:43)

It's our pleasure. We're in for a treat. This is going to be one fantastic conversation.

Darrell Amy (1:47)

No doubt. As we kick it off, Dr. Bobby, the question we ask every guest on Selling from the Heart is simply this, what does Selling from the Heart mean to you?

Dr. Bobby Low (1:56)

Yeah, Selling from the Heart for me, I actually probably would lean on the side of like, I'm not a very good sales person.

I don't really like go into those types of fields. I study them a lot because I study performance in all domains, whether it's business or sales or sport or whatever the performance is. But in terms of selling from the heart, for me, in order to sell, I think you just have to love what you're selling. You have to be passionate. You have to have some personal connection behind whatever it is you're selling. Most products that we buy today typically solve a problem for somebody, whether it's a car, you got to get from A to B or a software that helps you do a task on the job.

I think for me, selling from the heart is really, can I get behind, as a seller, this product? Can I fall in love with this product? Beyond just the product, fall in love with what outcomes and what solutions does this drive for the buyer? That's really what selling from the heart means to me. Even in my own business, you made a comment, I work at BYU. I work as a mental performance doctor, but I also started my own practice. I consult for dozens and dozens of executive clients and professional athletes, as well as I've built my own software technology that then I sell to teams and players and coaches to help deliver mental performance from a technology standpoint. I have to sell myself in a lot of scenarios. For me, it's really just, do I love training the mind? Do I love helping people and players be better and become excellent people? That's what that means for me.

Larry Levine (3:45)

This is good. I think what you just shared, all ties into the P word that I know is near and dear to you. This happens to just go right inside of performance. What you just said ties right into how will you perform, whether that be on the field or out into the business community as a sales professional?

Dr. Bobby Low (4:04)

Yeah, no question. No question. You got to love, you got to have that core motivation. You got to love what you do.

Darrell Amy (4:12)

So good. Well, hey, congratulations. And thank you for putting together the book Wiring Intelligence From Reactive to Proactive, Eight Mindsets to Control Performance Under Pressure. The sales world is absolutely going to love this. We've said for years on our podcast that sales are the athletes of the corporate world. And mindset is it's the ball game in so many different ways.