Top sports psychologists will tell you that 90% of results come from working on the mental game rather than the physical game. It all starts with positive visualization which is discussed in the One Minute Salesperson written by Dr. Spencer Johnson. Before each client meeting, visualize a positive exchange and a good result. Most salespeople think about all the objections that they may hear; or what may go wrong. That will simply fill your mind with negativity which will prevent you from consummating the sale. One of my salespeople came into my office one day and said that she was going to visit a client who probably would not buy our product. I stopped her immediately and said, ” either shift your mindset or do not go on the sales call “
The first exercise that we do with new salespeople is ask them to mention 10 traits that will help you succeed in sales. Usually eight out of ten are attitudinal versus skills. The purpose of the exercise is to illustrate the that sales is mostly about attitude in terms of being successful. I would select a young candidate with a positive attitude over a 25 year veteran with a mediocre attitude any day of the week. My top salespeople are energetic young guns who don’t have preconceived notions and are willing to go out there and make things happen.
A study conducted by Dr. Biasiotto at the University of Chicago was done where he split people into three groups and tested each group on how many free throws they could make.
After this, he had the first group practice free throws every day for an hour.
The second group just visualized themselves making free throws.
The third group did nothing.
After 30 days, he tested them again.
The first group improved by 24%.
The second group improved by 23% without touching a basketball!!!!
The third group did not improve which was expected.
Sales is a mental game. Period. Most of the salespeople that leave our company are not fired. They simply quit because they give up. I tell every new recruit that they will be successful if they stay positive. Unfortunately, they do not always listen.
If you want to succeed in sales, it’s simple.