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Common Questions and Answers
I’M A BIG BELIEVER IN YOU GET WHAT YOU EXPECT, NOT WHAT YOU HOPE FOR.
DO ATHLETES WORK ON BUILDING THEIR POSITIVITY BEFORE A PERFORMANCE? DEFINITELY.
How do you put yourself in a positive state? What about your team?
It could be photo’s of loved ones, pictures of beautiful places you want to visit…or stuff you’ll buy with your bonus, it may be a piece of music or a speech that inspires you, or it may be your cuddly teddy bear! I don’t know what these things are for you but YOU do and that’s what counts.
Why not make a list now of all the things you already know put you in a positive state of mind. Be sure to write things that you have control over. I know 14 hours of sunshine a day works for many people but there’s not too much chance of that in the winter months! You need things that help you at any time…regardless of what’s going on in the world!
What TEN THINGS put you in a positive state (keep it clean, then again maybe not!)
Go on…write ten things down, before you read on.
Whatever these things are for you, have them close at hand so you have access to them whenever you need to ‘buzz up’ — or sense your state dropping.
There are also some physical things you can do when you’re feeling unresourceful. A great tip is to stand up and look upwards…smiling. It’s impossible to feel down when you do this. Go on try it now. Stand up; look at the ceiling with the biggest smile you can manage. Now without moving a muscle, pretend to be depressed!
Told you…it always works. You may get some odd looks but who cares when you feel this good!
A sales person I once worked with…
…had a huge insight when I covered this topic in a training session. He told me he always arrived for work positive and ready for action. Except on a Monday. Monday was different. It took him ages to get in a good state of mind and in the meantime his Monday performances declined. He’s just put it down to the fact it was Monday…you may relate to this 🙂
What he realised during this exercise is that every day, apart from Monday, he travelled to work listening to upbeat music on his iPod. It really set him up for the day. On Friday he went out for a beer with his work colleagues and left his iPod at the office. Being without his iPod on the Monday morning had taken his motivating and uplifting music out of his routine!
He solved the problem by buying another iPod so he always had access to his music.
So whether it’s to get you buzzed up each morning, or to get you back up to a positive state when you’re flagging, make sure you always have some of those top ten tools right by you and watch them increase your sales success.
And what does your team need to do to ensure they’re ready for action?
It’s all part of The Psychology of Selling
Until next time
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