There's a feeling, especially in certain business and sales training course, that too much has been made of self-esteem. After all, it's ultimately what we do - the number of calls we make, the quality of the presentations we give, and the strength with which we negotiate and close - that determines our success, not how we feel about it. But that doesn't mean how you think about yourself as a sales producer isn't important.
In almost every case, sales superstars don't just put up big numbers - they project a feeling of confidence and enthusiasm. In other words, they tend to look the part. The thing that middle-of-the-road salespeople need to realize is that, most of the time, that impression came before their success.
The reason is pretty simple: it isn't just that clients and prospects are influenced by the way you look (although they are), but that you are, too. And that sense of where you're at, that feeling you get when you look into a mirror, dictates quite a bit of how you'll end up spending your day.
Here are a few ways you can get yourself looking and feeling like a sales superstar... and then emulating their performance:
Think outside-in.
If you want to change your frame of mind, start with your clothes. This doesn't work every time, of course - a serious addiction or mental defect is rarely cured by a new tie - but you might be surprised at the difference it makes. When we look better, and know we look better, it tends to pick up our mood, motivation, and enthusiasm, so try dressing up a little bit... it might help your commission check.
As a quick side note: choosing a few new clothes doesn't mean you have to break the bank. Even at the highest-end stores, there are sales and discounts. Start small, and save the big purchases as a reward once your sales have skyrocketed.
Set the right script.
It's not unusual for the first half hour of a day to set the tone for what's to come. Get up tired, and you're probably going to keep feeling that way, regardless of how much coffee you consume. Start out grouchy, and the feeling rarely fades.
For that reason, I like to advise salespeople to kick things off by listening to something funny, inspirational, or motivational while having a quick walk in the morning. Even if it's just a few minutes, that feeling can last from the moment you walk into the office through the last client call.
Change your supporting cast.
Are you surrounded by negative people? If so, can it really be a surprise that you aren't too optimistic about your life and career? It's an established fact that high performers stick together; they build each other's energy up, and they're the only ones who aren't jealous or resentful of success. Make a point of associating with top salespeople - it will do wonders for your frame of mind.
Watch the results.
At first, taking up these changes might seem like window dressing. But I encourage you to track the results in the form of a log or a journal for a few weeks. I'm willing to bet you'll begin to see some subtle, but important, changes to the way you approach your sales career - not to mention the way prospects and colleagues work with you.
If you want to be a top salesperson, then it's time you start looking, acting, and thinking like one. As tired as the old saying is, sometimes you really do have to fake it until you make it... so gear yourself up to feel like a winner.
