The Sale is in Your Head: Think! Part 1

The frame of mind by which you approach a sales situation will always determine its outcome more than any other element of the selling process. The mindset, friendy, smiley, enthusiastic, positive, confident, self-assured, likeable, and prepared beyond nervous. You have to visualize the sale in your head before you can count on that money to spend.

Whenever you walk into a sales appointment and you think to yourself, “This is not a great appointment. I’ll probably make a mistake and the sale won’t happen.” I think every sales person on the face of this planet has done that 100 times, maybe on a daily basis. 

In contrast, you’ve had that perfect mindset where you think of everything as going great. You think to yourself, “This prospect is fantastic. They really need my insurance policies and they are willing to listen to what I have to say. I think the sale is in the bag!”

Remember that whichever way you walked into the call, YOU are the one setting the tone for the meeting and the outcome. Also setting the TONE for your attitude, the level of enthusiasm, and putting your belief system into motion.

In reality, there is not one salesperson on the planet that will make every sale. But it doesn’t mean you can’t increase your chances at making more sales by changing the way you approach a prospect in the beginning. If you walk into a sales presentation with anything other than a feeling of certainty that you will make the sale because the customer needs you, and that you are the best, you wont make the sale. Not the lowest price, but the best value.

Certain individuals have different ways of creating his or her own mindset prior to a sales presentation. Personally, I try to make myself as ready as possible. Study the individual, their business, their competitors, their customers, etc. Also try listening to fast paced music prior to meeting with the prospect, it will increase your positive energy and “pump you up”. 

Please come back for part two!