Sales success: It’s all in your head

By Dennis Postema

Postema Marketing Group, LLC

A couple of my agents allow their minds to automatically default to the expectation of negative outcomes when preparing for sales opportunities. As a result, they often dread the sales presentation, fear the follow up call and in some cases, completely psyche themselves out going into a new appointment.

As you would imagine, when they go in with this attitude, the result is often a self-fulfilling prophecy. The situation ends up coming out negatively, which was the way they prepared mentally.

It doesn’t have to be that way. The fearful agent thinks things are out of his control, but he is wrong. We control our thoughts going into any situation. Our attitude, positive or negative, has a huge effect on the outcome of the phone call, the presentation and most importantly, the sale. The fact of the matter is that the best of the best don’t close every sale, but if you want to improve your chances, start everything you do with a positive mindset.

Take a few minutes before every phone call or appointment and envision an extremely positive outcome. See the phone call going great. See yourself closing the sale. Make it a point to clear your head from outside problems and distractions every time.

Making a sale is hard enough without distractions. In addition to controlling your positive state of mind during a sales call, always be sure to be present in the moment. Eastern philosophers call it “mindfulness.” Keep your attention focused on the here and now. Be genuine. Be passionate about helping your client any way you can.

I guarantee from experience your production will increase tremendously, and your confidence will go through the roof.