Southwestern Sales Talk

At our Southwestern Company meetings we often do a raffle or give out door prizes.  We’ve all heard this phrase as it relates to a drawing.  You have to be there to collect the winnings. 

When you’re selling, the same little truth applies.  You have to be present to win.  I’ve seen salespeople who are physically present with the client, but it’s obvious that their head is somewhere else.  They are mentally reliving some sales or personal experience in the past, or they are fretting about future calls. 

I remember many Southwestern Company Sunday meetings I went to.  I rarely enjoyed my day off.  Why?  I was not present.  I was either feeling bad about the week that was over (guilt), or I was anticipating the next week of sales (worry).  It was therefore tough to relax and enjoy the day off…Sundays were merely a countdown until the next week of pressure.

 So how do you sell “in the moment”?  How can you be present with your clients? 

1. Control your self-talk. Remind yourself there’s nothing you can do to alter the past. What’s done is done. Remind your mind that the most important person is your client-focus in on their needs. “It’s hard to be nervous when your mind’s on service.” 

2. Be with people; get in a demonstration! Sitting around “getting organized” or being paralyzed by inaction can multiply your fears. Get in front of a client-make the call. Talking with a customer will help you focus. 

3. “Breathe & Focus”-one of my favorite thoughts from the book, Mind Gym. Author Gary Mack trains top athletes to stay in the moment. “Whenever they feel themselves growing anxious, breathe in energy, breathe out negativity. Breathe in relaxation. Breathe out stress.” 

What ideas do you have to stay “present”?  We all want to win; the challenge is to be where you are.  Share your thoughts.

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