62. Why is your mental picture of the sale so important?
Step aside and take a look at yourself as you get out of your car prior to calling on this person we shall assume is a stranger. As you walk into the warehouse, or step into the office, your attitude will be tremendously influenced by the planning you have done before you made this call. Are you carefully prepared and organized? This is a greater confidence builder than you realize.
How strong is the inner fire of belief in what you can do for him or her? Belief in your job is reflected the moment the customer looks at you.
Is your presentation logically arranged, with all data in order, so that you can automatically put your finger on any bit of evidence?
Have you figured out in advance exactly WHAT you are going to sell... perhaps, have written the order ready for his or her signature before you go in? There's nothing like such a concrete objective to help steer your course straight from your opening to your close.
Let's take a typical case. It's Monday morning. Your prospect has spent all day Sunday looking at new automobiles and expects to buy one this week. He came in late and is two hours behind with his work. He is getting ready for a conference call. He has an appointment at eleven thirty and had placed his watch on his desk to remind him. His wife has phoned and asked him to pay the mortgage at noon. He has just interviewed three people for a job opening. His mind is a million miles away from what you have to sell. In a fraction of a second you have got to clear his mind of a thousand disturbing thoughts which are crowding into his consciousness demanding attention. The moment he lays his eyes on you, his first reaction is one of self-protection! How can he get rid of you and get back to his automobile, his bills, and the routine of the day? Yet nearly everything he buys has been sold to him by sales people who have known how to "cut through" that attitude and get attention.
What is your mental picture of this customer or prospect? Do you feel he or she is your superior and that you are liable to be a little embarrassed in their presence?
Get this mental picture right in your mind before making the call and the results will speak for themselves. Don't assume they are going to be eager to see you come through the door - be prepared.
Be mentally prepared! Just because they are not going to be eager to see you does not mean that you can't be eager to see them. It's all in your mind.
What if you received word that you inherited $500,000 just moments before you were going to see this person? Would you act more positive? Would you be excited? YES! You would probably make the sale without a hitch.
Then, after your appointment, you found out it was a mistake and you only inherited $500.
Don't wait for an inheritance - it's not coming.
Thinking right towards people means filling your mind with good thoughts about everyone and eliminating all negative thoughts. Every day say to yourself; “this is going to be the best day I have ever had.” Before every sales call say to yourself; “this is going to be the best sales call I have ever made”. In silence and to yourself say; “I really like you” when dealing with your clients or preparing to meet with a customer. Do the same when approaching a stranger or new customer. They will feel what you are thinking and it will be impossible for them not to like you in return. The right attitude towards people is a powerful tool. Use this tool to overcome any self limiting feelings when talking to an individual or a group. This positive attitude towards people will help you reach your sales objective faster than anything else you do.
Comments:
I always check their menus and websites online before going in and usually quickly ask what his 5 most important high volume products are? That usually grabs their attention as its important to them no matter what his or her day is looking like!
Brett Nettleton
I strongly believe the keys to any good sales adventure is planning, organizational skills, rehearsing, focus, and a positive outlook. Without anyone of these techniques it could cause a sale to be lost. It’s not about perfectionism it’s about putting your all into what you do. I always say never half step anything you do. Practice until its time to accept your Oscar; actors and actress’s know this well.
Shawn Hollis
Bob, you really nailed it on this one. I read it three times and I think this is one of your most critical lessons to succeeding in the sales business.
Crocker Smith
Your attitude influences everything you do. Keep positive attitude because is reflects in you body language and facile expressions. Make sure your presentation is arranged properly so that you can answer any question that the client may have. Picture what you want to say before you go into a meeting. Fill your mind with good thoughts and eliminate any negative ones. Keeping positive attitude and appearance, and always be prepared.
Laura Arnett
This is excellent advice. I especially like the part about going in feeling like you have just inherited a large sum of money, because if you sell enough you will, it’s called a bonus!!
Kathie Luttrell
As with the customer having a million things racing through their mind, sales people do as well. I feel it is important to clear your mind prior to making a sales presentation or having any discussion with a current or potential client. It has been driven into me by a prior boss that staying focused on the task at hand & erasing the distractions causes by personal, business, coworkers, family etc…will produce results. Allowing outside interferences distract you will only cost you the sale and ability to achieve your goal. Painting a positive picture & clearing your mind prior to walking in will give you the extra boost & confidence which will felt by the prospect
Carla McCrea
Having a smile on your face when you enter a sales call means a lot. Being positive no matter what. We know people have a negative feeling towards sales people automatically but if we enter the meeting with a winning attitude, it can be very contagious.
Kimberly Burgess
I think having a positive mental picture when going into a sales call. It must also be genuine, because people can feel when you are putting on false enthusiasm. Walking in and not having that positive mental picture will more than likely lead to you not even breaking into their attention span. As a sales person your goal is to help people by servicing them the product that can best fit their needs. If you’re not enthusiastic about what you’re there for, people will see that. People want to be helped by people who want to help, not the ones that make it out to be a chore.
Matthew Thacker
I work with different sales people all the time. You know right away who are the ones who are successful and those who are just struggling along. I do not walk in to most circumstances with a game plan. I once was with a sales person who said he just wanted to see a customer to say hello. I told him he could do that on the phone, without me. We then change course and set a plan of topics and ideas for the customer and walked in.
I am sure it was better than saying hello.
Roland DeGregorio
You should always be mentally prepared to make a sales call. If you prepare yourself mentally and plan ahead for the sales call, then the sales call will be a lot easier and a lot more relaxing for you the sales person and also for the customer or prospective client. You should always eliminate the negative thoughts about a sales call and fill your mind with the good thoughts. If you have to pump yourself up by saying to yourself that this is going to be the best sales call that you have ever made. Having a positive attitude will help you to reach your sales objective faster.
Amy G. Harrell
Getting in the right state of mind before visiting a possible client or a current customer can make the difference in making the sale or getting an additional order. A positive attitude will help in putting you in the right state of mind. Tell your self that you like this person and believe is and it will shine through. Also be prepared wither it is a routine call or a new sales lead. Having confidence in yourself because you know that you are prepared will also be reflected in your actions and conversation when you are in front of the customer or client.
Christal Cornacchia
Painting a positive mental picture is very important when making a sale. If you walk into a sales meeting feeling insecure about yourself you will not sell anything. The client will sense your negative feelings and have severe reservations about putting his faith in you and your products. If you walk into a meeting feeling great about yourself and your job you are much more likely to have a positive outcome. Thinking positively will help you on a much broader scale than just sales. If you are a positive person your life will seem much easier than a negative person’s life. Nothing comes easy in this world, but the more positive you are the better quality of life you will experience.
Cullin Hamm
"The mental picture you have of your customer before you walk through the door will greatly affect the response you get."