Southwestern Sales Talk

People like to do business with people who are confident.  Rarely do customers buy because they feel sorry for you.  (I remember a magazine salesman who came by our home several years ago.  He had a massive sob story about being away from home, his pregnant girlfriend he’d left behind to make money to support his fledgling family, etc-all crap.  I was kind, but unmerciful when it came to buying a subscription.) 

Most of us would prefer a competent and confident salesperson to deal with.  So, since confidence is key, how do we develop this feeling?  How do we get in a mental state of Supreme Confidence? 

Two ways:

–what we choose to focus on

–the way we use our physiology* 

Let’s look at that first way to get in a state of confidence-the key word is choose.  What you choose to focus on prior to and during your sales encounter.  Do you think: “I know they’re not going to buy…”; “I can’t close well…”; “I suck at selling…”  These are obviously disempowering thoughts!  You might as well carry a small firearm with you and shoot yourself in the foot before the call. 

What if you focused on thoughts that helped you feel more resourceful?  “I’m good at what I do.”  “I always do well in these situations.”  “I’m great at connecting with new customers.”  If you choose empowering thoughts before you begin, your confidence increases as does the probability of making the sale.  

So, for you, what thoughts help you feel confident, enthusiastic and resourceful?  What thoughts drain you, put pressure on you, and reduce your confidence?  Entertain only those thoughts that build you up; trash the rest. 

*from Tony Robbins’ seminar, The Competitive Edge.

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