Intuition:
Your Secret Weapon for Sales Success
by Lynn Robinson M. Ed.
reaction? Do you simply just know?
Roy Rowan, author of a study on
Mark sits at his desk intuition, said, “This feeling, this little
with his eyes closed, pen in hand, whisper from deep inside your brain,
apparently deep in thought. Or is he may contain far more information —
dozing? Actually, he’s about to take both facts and impressions — than
a crucial first step in winning a new you’re likely to obtain from hours of
account. analyzing data.”
Holly is on her way to see a potential Ask Your Intuition Questions
client when a flash of insight — My friend Mark, who you met
radically changes her strategy for at the beginning of this article, is a
the meeting. An hour later she has a national sales leader in his industry.
contract for a six-figure account plus When I asked him how he explains
a substantial signing bonus. his success he told me that before
he meets with a client he asks
Mark ponders and Holly has an ah-
his intuition a series of questions
hah moment. Yet they’re both doing
such as, “What do I need to know
the same thing — they’re checking in
about this company?” “What is the
with their intuition before making a
best way to approach the decision
sales call. Why? They’ve discovered
maker?” “What should I know about
that the insights and promptings they
who I’m competing against for this
get from their “inner voices” can help
sale?” “What can I do to win this
them score more sales more easily
account?” He sits with pen in hand
than when they go it alone.
and quiets his thoughts. The answers
come to him as he writes. Mark’s
Make Intuition Your Ally —
competition scratches their heads.
Intuition is the secret weapon of
many successful sales leaders. Ask
Keep Your “Inner Sales
them about it, though, and they’re
Person” Positive — Pay attention
likely to describe it as “gut instinct.”
to what you tell yourself about
Now do the same experiment and
Sound familiar? Of course it does,
your sales prospects and your life.
focus on these statements: “Things
because whether you admit it or
If your “self-talk” is positive and
have a way of working out.” “I’m
not, you’re highly likely to have
optimistic your personal and business
learning some new skills and things
experienced it yourself, and just as
life will reflect that. Try a simple
are beginning to change for me.”
likely to have ignored its messages.
experiment. Close your eyes and say
“Today I’ll take steps that will open
the following to yourself for about
The fact is, everyone receives
up opportunities for more income.”
30 seconds: “I’ll never get ahead.
intuitive information. It’s both a gift
Now how do you feel? Hopeful?
I’m not good at sales. I won’t make
and a skill, and the more you practice
Optimistic? More confident? When
my quota this month.” How do you
it the better you get at it. How does
you’re in this state it’s much easier
feel? Depressed? Demoralized?
your intuition speak to you? Do
for you to be open to intuitive
Hopeless?
you receive information in words,
messages pointing you to avenues of
feelings, a flash of insight, a gut
increased prosperity.
50
Fall 2009
aspiremag.net
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