Learn what being a member does for you
The Seller Styles
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
About Our CEO
Standards of Conduct
Common Questions and Answers
Steve Peters, the England World Cup Squad – and You: The World Cup is looming. That thought will fill you with massive anticipation…or complete dread!
This time round there’s a new member of the England Team…who won’t kick a ball for the whole of the tournament. His name is Steve Peters and he will be going to Brazil as the England team psychologist — you can read more in this recent article.
The England management team have identified just how important it is for the players to have the right mindset if they are to achieve their potential in the tournament.
What about your mindset?
How often do you focus on YOU? You too should be ensuring you’ve got the mindset you need to get success in your role.
Imagine you or your team being able to quickly and easily conjure up the necessary elements for success – confidence, determination, calmness, or anything else that’s needed, at will…whenever it’s needed.
It’s with a technique called ‘anchoring’. Anchoring allows you to take those success traits you feel and experience when you’re at your best – and resurrect them when you’re not!
My preferred anchoring technique is the ‘Circle of Excellence’. It’s easy, fun and works with everyone. Try it out, go with it – and let me know how you get on.
Here we go…
The Circle of Excellence
First, find a quiet area where you won’t be disturbed.
Think of a resource you would like to have immediate access to in the future. This could be confidence, calmness, determination…anything.
Think back to a time when you demonstrated this very resource in the past. Relive that experience in detail. Then associate a colour with that state.
Now imagine an invisible circle on the floor in front of you. Paint it the colour you just chose. Make it about 3 feet in diameter and 2 feet in front of you. Now add whatever you’d like into the circle that represents or supports that wonderful state you want to replicate. Do whatever you need to do, add whatever you need to add, so that your circle is as perfect as it can be.
Think of situations…
…in the past where you have possessed, and used, huge amounts of the very resource you now want to access. Think of at least 3 past events where you displayed the very traits that you want to bring into your circle of excellence. Really associate into the experiences. What were you doing? What were you saying? How were you feeling? What were you seeing? See yourself in the circle being magnificent and exhibiting these qualities.
When you have built up your circle, step into it and experience the multiple effect of having those resources again here and now. Feel your power! Really enjoy yourself.
Step out of the circle.
Check with yourself…
…do you need to add anything to your circle? Add whatever you want to further build up those resources that you need.
Step back into the circle and notice how you feel again. Really ramp up the feeling. Imagine you have a dial that increases the intensity and turn it up as much as you can stand!
Then…pick up your circle and put it somewhere that you can access…maybe an imaginary pocket. You can call it your resource pocket…and know that you have access to it whenever you need it. When you do need it, roll out the circle in front of you, step into it, and feel your power and resources increase straight away as you conjure up the necessary elements for your sales success!
You don’t need to be a member of the England World Cup Squad to experience the magic of the mindset.
It’s all about the psychology of selling.
Until next time.
PS: Check out my recent article for O2’s “The Business” –Click Here to access “Losing Sales? Here’s Why”
For previous ‘Tricks of the Trade’ go here
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking