1) what you choose to focus on, and
2) what you do with your physiology.
Let’s talk about the second one. That’s right-your thoughts, your mood, your mental state-all are hard-wired into your physiology. As a sales trainer at the Southwestern Company, i have seen this concept in practice. I have the audience stand and for a moment, pretend to be absolutely confident. As the trainer onstage, I see chins up, eyes bright and focused, feet apart, shoulders back, deep breathing. The crowd assumes the posture of confidence.
Then we pretend to be depressed: everyone looks down, shoulders droop, people shift their weight to one foot, and their breathing becomes shallower. Again, as the sales trainer, I don’t have to issue body language commands-when I say, “Think sad thoughts,” the physiology follows naturally.
OK, but what do you do with this?
Before and during the sales call, you not only have to think the right thoughts, but also assume your best, most confident posture. You want your mind and your body to work together and create a great state-a peak selling state!
Your customers begin to take in verbal and non-verbal information about you immediately-they make assumptions about you (and your business) in the first two seconds!
So, before you pick up the phone or go to a sales appointment, take a deep breath, put your shoulders back, look up-assume your posture of confidence. Act confident!
Ponder for a moment: “How would I stand, walk, and speak if I were exceedingly confident-if I were unstoppable, if I were totally certain of my success?”
Oh, and one important caveat-it really helps to have knowledge. You can think great positive thoughts; you can compliment thoughts with a physiology of confidence, BUT you have to know what you’re doing.
Another secret of becoming confident in your sales ability is preparation. As Samuel Johnson once said, “It generally happens that assurance keeps an even pace with ability.”
Use what I’ve suggested, but be sure you’re prepared.