For decades, science fiction writers have envisioned a future where, in just a few seconds, entire parts of people's minds could be altered, uploaded, or rewritten altogether. Although the plots of these books and movies usually center on some ordinary individual being turned into action hero at the click of a mouse, it also makes a nice thought for all of us in sales: what if you could instantly program yourself to work like a superstar?
Sadly, that technology doesn't exist. What is available, however, is the knowledge needed to slowly transform yourself into a more positive, confident, action-oriented producer. The work isn't quick or easy, but the results make the effort worth it. That's because, once you start thinking and acting like a sales superstar, it's only a very short matter of time before you become one.
While I might not be able to plug a cord into the back of your head and turn you into a sales maniac right away, I can give you some strong advice, based on what we know about psychology, that will transform your life and career a lot faster than you might think:
Start a mental diet.
Early in my sales career, I developed the habit of starting each day with something motivational or inspirational. Perhaps more than any other thing I did, this helped set me up for success, by feeding my mind a steady diet of positive thoughts and information. With huge numbers of seminars on sales available in audio format these days, you could very easily do the same. It doesn't take much effort, and you'll absorb lots of profitable information quickly.
Remember that everything is about repetition.
Practice might not always make perfect, but it does make you a whole lot better. Don't just absorb advice on selling; make a point to get out there and try what you've learned every day. It might not seem like you're making a lot of progress, until you suddenly start to drastically improve your closing ratios - that's the power of repetition.
Think emotionally.
You've probably already heard it said dozens or hundreds of times that customers buy on emotion and justify with their minds. Just as important to note, however, is that salespeople do the same. That is, whatever you feel most strongly about is going to drive you forward; it's what you really want, deep down, that motivates you. The rest is all window dressing. Find your inner desire and use it to help you sell, rather than just worrying about your monthly or quarterly quotas.
Establish routines.
It takes about 3 to 4 weeks to establish a new habit or routine. After that, your body and mind will simply expect to continue whatever you've been doing. So, that means you only have to stay disciplined for a month - by managing your time better, establishing a prospecting routine, or otherwise working on your sales skills - after that, your new habits will help you keep it up.
You need and long term goals.
Everyone wants a dream house, or a few million dollars in the bank, but those goals can actually be demotivating on their own, since they seem so far away. That's why it's important to have a mix of both short and long-term goals - some you can reach this month, and others that are farther down the horizon. Give some careful thought to each, and then use them to drive you on hour by hour.
Until science invents a way for us to become exactly the people we want to be with the quick trip down to the electronics store, salespeople who want to enjoy the income and lifestyle that come with being a top performer will just have to do the hard work of improving themselves one day at a time. Look on the bright side: becoming a top salesperson might be hard work, but if you can stick with it, you'll gain an enormous advantage over your colleagues who will be stuck daydreaming about the future.
