Do You Pre-Visualize Your Own Sales Success?

Regardless of your interest in college basketball, or your geographical ties, or how the final game affected your office pool, you gotta admit – the end of the Villanova-UNC NCAA Championship Game in April 2016 was a success story for the ages.

If you haven’t seen it, here it is:

The hero of the game was Villanova’s Kris Jenkins, who drained a long three-pointer as the clock expired.

Can you put yourself in Jenkins’ shoes? Can you imagine the calm confidence you would need to possess in order to make that shot?

To Jenkins, his own success was a sure thing. His quote: “I think every shot is going in, so that one was no different.”

Boom!

That, my friends, is the attitude of a winner. The shot gets made in your head before it leaves your hands.

Do you envision the same success before you talk to a new prospect for the first time? If not, let me encourage you to establish a “pre-shot routine” that becomes part of your sales ritual.

Here are few simple tips for establishing your “pre-shot routine” :

• Make a decision that the customer will purchase. Say to yourself, “Countless people will buy in my marketplace this week – why not this person?”
• Take a deep breath. It serves to disconnect from all your past activities and focus you on the task at hand.
• Smile before the customer comes through the door (or before you do, or before you dial the phone). People like to see people who smile all the time, not just when they have to.
• Commit to remember the customer’s name. 90% of memory technique is based on concentration, so make this your goal from the start. This is a tremendous advantage in the market, because it allows you to more easily stand apart from your competitors in a very personal way. Learn it and use it!
• Plan out your opening statement. The time to come up with your opening statement is not when your customer is standing in front of you. Be strategic!
• Say something out loud that fires you up. “Showtime!”  “I am on!”  “Time to sell a home.”  “I have seven seconds to be liked”.  Say it out loud (assuming there is no one else in the office!). The very action will help you focus.

Above all, commit to a pattern that seems comfortable to you, and then work on it! Success will follow.

See it. Act on it. Drain it.

#BeTheHero