Top-athletes and top-sellers can use mental
training and autosuggestions for ensuring a successful performance. Mental
training is a powerful tool when you use it properly. You can see your becoming
performance in your mind through your inner eye and with your ability to
imagine in advance. You do this quite often anyway, but unfortunately you
imagine unpleasant results which you do not want to do or which you are afraid
of. Now we are just changing the picture better by making your performance
better in your mind. In the end you learn to remember the better picture and
results instead of the old and unpleasant pictures. After seeing the best
possible realistic result in your mind several times you repeat it in real
life.
In training sales professionals are often
directed to make the preparation of practical preparations, such as collecting
- marketing material,
- information of customers previous purchases as well as
- products/ data and
- mental training.
In training sales professionals may get
information about mental preparation, but it is ignored too quickly in many
cases. During mental preparation and with its help we can create an image of
successful meeting with customer before we meet them in negotiations.
Mental preparations can include at least the
following elements and questions:
- What are the best products or their properties for this customer? = What is the best solution to sell?
- How to act to sell the solution?
- Outlining why customer wants to buy the offered solution?
We can add going through the sales situation in
mind in to this list. Sales professionals can first imagine easygoing
progressive sales situation and customers. As sales professional you can feel,
see and hear the events in your mind. You can taste the coffee the customer
offers you in the meeting... at their office... in your mouth... and smell it… all in your
mind. The more senses you use for visualization, the better your subconscious
mind takes successful performance in and the better subconscious mind can affect
in real life situation later on. It is important to imagine the good feeling
after the desired outcome and deal too. How does it feel to shake hands with the customer? How does the smile feel on your face and in your body after the desired deal and meeting? This kind of mental training helps you
to tune in to sales situation in the right way and in time.
Next: Advanced Practical Preparation And Mental Preparation For Sales Situations
For the better sales
Your blogger Coach
Harriet Väänänen
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