For decades companies have spent fortunes training sales organizations. For the most part this has been money well spent. Any good training will improve a person’s performance, especially in the selling profession.
In training and coaching salespeople over the years I’ve come to realize that a major reason for the problems they encounter in the field has more to do with their internal self-talk than it does not knowing how to sell or not knowing enough about the company’s products and services.
Many years ago, when I was in the business of producing and directing video’s for corporate marketing and training we used what is known as the “Training Pie.”
Most professional salespeople have been taught selling skills and have been given the product knowledge they need, however, with sales turnover so high and closing ratios poor, I think you will agree that something’s still missing.
What’s missing is the “personal development” slice of pie.
Too many sales are lost as a result of the dialog in the salesperson’s head. The critical self-talk that comes up in us all, especially in high stress situations like sales, is what causes a person to fumble, bumble and stumble; losing the sale in the process.
The salesperson, having just been “talked to” by his manager has a running dialog of negative self-talk in his head as she goes in for his big presentation.
He’s saying things like, “I’d better close this one or else,” and “I’ve never sold to someone at her level before. I’m not sure what to say.” And other self-defeating phrases that, in the end, sabotage the sale.
You can imagine the outcome of such a meeting. Another lost sale.
These and similar subjects are all part of a person’s personal development and need to be taught, since they are not part of any school curriculum.
There is a better way
Below is a simple process designed to help you clear the negative interference that’s derailing your sales presentation. You can use this in any situation where you’d like help from Higher Forces.
Whatever your particular beliefs, I think you’ll agree that there is a benevolent Higher Power from whom we can ask for and receive assistance.
1. What is it you’d like help with? (sales call, presentation, etc.). You might say something like, “I’d like help with making my presentation to the President of ABC Company.
2. State your desired result. Remember not to be attached to the outcome. Your job is to “serve” not “sell.” Serving is becoming a trusted advisor, not parroting some slick sales script that leaves you feeling slimey. You might say something like, “I request the highest and best outcome for everyone involved.”
3. Identify the gremlins in your head. What are you telling yourself “might” happen? What are your fears or doubts? Sometimes it can be helpful to ask, “If “x” happened, what am I afraid of?” “What is my fear about what might go wrong?” (write it out if you want).
4. Let go. Give it all over to your Higher Power. Pretend you are mailing a letter to your Creator. Just imagine yourself depositing your concerns in a mailbox and, once you’ve let it go, it’s gone. At this point, stop fretting about it.
If you like rituals, write your concerns out and then burn them, watching your worries “go up in smoke.”
5. Establish a vision as if it is already completed. Imagine it all worked out perfectly. What would that look like? Imagine yourself telling a friend about how great it was and how everything worked out even better than you imagined. See it done.
Give thanks for it being done! — Expect it
To learn how our Happy at Work for Salespeople can help your entire sales organization sell more, contact us.
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