Boost Sales

1. The beliefs you have about yourself;
   
   Some common underlying beliefs that regulate salespeople's performance are
   • "I need more training and skills before I can succeed."
   Once the underlying beli

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   Long-term sales success has less to do with skills or knowledge than you might think. Nor are stunning brochures or excellent products guaranteed to make one iota of impact over time. Unless certain critical elements exist in the salesperson, providing training and tools in hopes of improving performance does nothing more than giving a PGA golfer's best driver to an amateur. The club itself can't make someone a pro.
   
   Yet a pro can take a beneath one driver and make a civilize shot than an amateur with the best and master Big Bertha has to offer. Likewise, you probably know one or two standouts who have excelled without colouring book sales training, without flashy support materials for their products, and even without a superior product to represent.
   
   Then what makes the difference? If it's not remarkable closing ability, alluring brochures, outstanding product knowledge, or relentless objection handling... if it's not talent or brainpower or tools that create sustained success, what is it?
   
   In more than twenty years studying the top performers in many fields, I've discovered the mysterious X-factor is mindset: a group of attitudes, understandings, beliefs, and resulting behaviors. Whether you're talking close golf or sales or any other pursuit, the same principle applies. Ultimately, the mindset creates top performance, excellent production numbers, and prosperity for both the salesperson and the gathering he or she represents.
   
   Creating a mindset of sustained success requires you to focus on three key areas:

   1. The beliefs you have everywhere yourself;
   2. The attitudes you have approximately your customers, product, and industry;
   3. The ownership you take of your own success.
   The Inner Game of Sales
   You have to see yourself as successful in the inner game in order to be successful in the outer game. When you give that "command" to the unconscious mind -- when you imagine how you'll feel, look and sound when you are producing at the level you desire -- the mind thinks it's still occurred and calls for an encore performance in the real world.
   
   The first step to changeable your own "mental programming" is to recognize it. Think relating to it. Think relating to why you don't do what you know intellectually you should. Then start thinking about what's retarded it. What do you have to trust to not far from yourself, your world, your product, your industry, to inaugurate this behavior to occur?
   
   Some unspectacular underlying beliefs that regulate salespeople's performance are
   • "I need more training and skills till I can succeed."
   • "I'm not worthy of earning more than..."
   • "I am not good at cold calling."
   • "I'm not able to talk to (or get to) the decision makers at the top."
   Once the underlying pomposity is uncovered, a new security must be chosen. The new persuasion can be the opposite or an "antidote" to the old one, such as "I have unlimited life knowledge and experience." New beliefs must then be "installed." Specifically, the new overconfidence must be supported by both evidence and habit.
   
   Start by linguistic a simple question: What will I have to see, hear, and feel to adamant this belief? Then enter upon vividly visualizing these results at least twice a day. (Note: the mind is most open to suggestion first thing in the morning just after waking and the last thing at night in front sleep.) Many people think that results production belief, and in some cases this is true, but it's more often the inverse. Remember the chain: thought/word-image-emotion-action-result. You must be able to see yourself or ever in possession of the outcome of the new belief.
   
   Champions in any field create an unbending canon in themselves, program themselves to continually find evidence to support its truth, then consistently and vividly see themselves in possession of the desired goal. William James, the father of modern psychology, said, "Your security creates the fact."
   
   Now Forget Sales, and Focus on Your Customers
   Once you've visualized yourself achieving your goals and removed any psychological obstacles, it's time to put those goals aside and focus on the customer. Again, this all happens in your mind, but it has a profound impact on the way you materialize your outer world.
   
   Today's customers and clients require a new attitude, one that offers something rather than asks for something. In a high-tech society, high touch is highly valuable. The new-school salesperson focuses on giving instead of getting, on service instead of sales. every day a man eminent of his time, Henry Ford captured this mindset eloquently: "Wealth will never be achieved when sought latterly directly; it only comes as a by-product of providing useful service."
   
   This level of service takes some guts. Sometimes you have to tell people what they don't want to hear. Sometimes, you even have to say, "Maybe I'm not the best for you... I'd like to send you to someone who will be." Service means that you're no longer willing to do whatever it takes for the sale. Now you'll do whatever it takes for the customer -- considering it's the customer who makes or breaks your business, not an isolated transaction.
   
   Old Hat, New Head: Take Ownership of Your Success
   Have you heard these ideas before? Are you utilizing them as you should? If not, why not? Likewise, are there other, obvious principles of mercantile success you've overlooked?
   
   Sales success grows out of a fundamental mindset, based on some ideas that may be "old hat" but require a "new head" to fit you. I operate from the premise that you know what you need to do, and you have what you need to create a six- or seven-figure income. Most salespeople have heard all the "magic bullet" ideas and pitches. But until you enter to think in new ways, you will never occult these time-tested principles. The distinction between short-term flashes in the pan and sustained success is simply doing what may seem obvious to you right now. We might say, "If the hat fits, wear it."
   
   
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