Written by Sean McPheat |
Getting your mindset right on your way to the sale is a critical step in your sales process. While there are several things you need to do to prepare physically and technically, you also need to make sure you are prepared mentally and psychologically. Below are three very important psychological steps to make sure you are ready for the sales meeting.
Number One: Get the Money off of Your Mind
If you walk in thinking about your potential commission, you are dead. You must take steps to ensure that your thoughts never focus on the money and here is an effective way to accomplish that.
Put the sale in its proper perspective. Understand what you will truly make should you close the sale. It is NOT the amount of the total commission. Let’s say that on your average sale you earn £400. Of course, there are bigger sales when you earn perhaps £1,500 or more and then there are small ones where you make only £150. But your average is £400. However, you have a closing average of 20% or one out of five. Therefore, you actually earn but £80 per sales interaction (£400 divided by 5). On every closing attempt, whether it is a sale or not, whether it is a big one or not, you essentially earn £80. That’s all. In addition, keep in mind that you earn that £80 regardless if you close the sale or not.
Put this sales integration in perspective. It is not a potential £2,500 or £1,500, or even £400. It’s £80. Period. Figure your average and plant that figure in your mind.
Number Two: Look Pass the Sale
On your way to the sale, it is typical and natural to think about closing the sale. Well, don’t do that. Think about what happens and what you will do after the sale. What logistics are involved? What must you do to set up the account? How will the financing work? Focus your mind on the things that happen after that sale. When you do this, your mind begins to assume the sale, almost as an afterthought. Actually closing the sale, becomes a simple matter of fact.
Number Three: Dump the Personal Problems
Much easier said than done, you must rid your head of your personal problems. Relationship issues, financial problems, health concerns, all of those thoughts have to go. One way to accomplish this is to dream. It is good to have photographs and exact dates and details of personal goals. Concentrate on those. If you have concerns about making your housing rent, think about the big luxury home you plan to buy one day. If you have car problems, think about the picture of that Lamborghini you have taped on your fridge. Dream and dream big.
Get your mindset right and the rest will fall into place.
Originally published: 31 August, 2011