Positive Thinking Can Increase Sales! [ condensed from Selling Power ]
Every sales career has its highs and its lows. Its easy to feel great when we just scored a big deal. But when the lows have the edge, its time for you to ramp up your positive thinking and stay focused on what's right in your world. but how?
We have two choices. 1. Collapse into self pity. 2. Stay confident, focused and full of hope that all will turn around.
One Starting point is to watch the company you keep. Every sales team has its grumblers table where they gather to share stories of failures. You know the table. Never sit there. Never. Talking failure sets us up for continued failure.
Seek out the reps who are prospering and listen to their secrets. Most will be delighted to share their knowledge about closing sales with you. Bottom line: do not be silent. Talk with those positive reps.
Develop a data driven view so set backs can be viewed in context. The stats are that 13 calls typically have to be made before the 14th results in a sale. Each unsuccessful call is not viewed as rejection but as a step toward that goal.
Understand your psychology by staying upbeat. Use affirmations such as " I " am enthusiastically selling my companies product line. I am closing the sales today. I am successful. It is programing each neuron. Do not dismiss this as only so many words. They are powerful.
Remember LOVE sells. Fall in love again with what you are selling. Its hard to sell something you are indifferent about. Love the product - truly belive it is precisely the right answer to your customer needs.
It is said that " top sales people are the ones who genuinely belive it is only a matter of time before things turn around- and this becomes a self fulfilling prophecy. For them, it always does turn around ".
For more information get a copy of the classic book by Dr. Norman Vincent Peale, " The Power of Positive Thinking ". Practice what he preaches and watch your sales improve in direct relationship to your mental attitude.
