MOTIVATION
ruminating stage. But, if you do, start writing down your daydreams. The writing will transport you from the mental stage of the dreamer into the privileged world of the observer of yourself. Your writing will induce your daydreams to flow out of your mind. The disagree- ables will evaporate. You’ll stop chewing the cud. You’ll realize there are many more chances for you to be successful than you assumed.
6. Stop reanimating the past – utilize your present potential! Reanimating the past means activating your weaknesses. You can’t become successful by trying hard to eliminate your weaknesses. You can become successful by increasing your strengths. One strength you may consider developing is accepting some of your weak- nesses. It’s easier to say: “I accept the fact that I had problems with handling this uptight prospect. I won’t spend my energy in put- ting myself down because of this experience. I’d rather use my energy to do an outstanding job during my next call.”
7. Assimilate! The key to assimila- tion lies in the management of your experiences as they enter
SELLING TIP Call Objective: Flexibility
The sales professional can’t approach a prospect with- out having a flexible game plan. Although outlining and planning are necessary, the benefit of a flexible plan – instead of a stringent one – is that it allows you to meet your prospect’s stated objectives. Many salespeople fail to close on a call because their mental objective was simply to get in the door, but the customer was ready to buy right then and there.
When setting sales call objectives, ask yourself these questions:
14 | OCTOBER 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION. SHANNON KNIGHT'S MIRACULOUS MINDSET SUCCESS STORY
your mind. Avoid controlling your mind. Your need to control makes you overlook your ability to manage. While efforts to control cause indigestion, your ability to manage will put your mind at ease.
The assimilation stage is the ulti- mate challenge. It’s the stage where you absorb life experiences that provide you with the energy needed for self-actualization. The assimila- tion process will make you a winner without having to fight yourself. All you need to do is facilitate the seven-
phase process of digesting what’s go- ing through your mind. It’s easily done by becoming your own best friend who helps in a firm but friendly man- ner. If you can commit yourself to this role, you won’t have to stop what’s going through your mind – because it will be pleasant! Editor’s Note: What went through your mind while reading this article? Please share your mind management habits and techniques with us so we can expand our research on this important topic. Thank you.
• Does my sales plan fit the prospect’s stated objectives?
• Have I left room for changes in my presentation should the prospect express different needs than the ones I already know?
• Have I prepared questions that will allow the pros- pect to tell me all his objectives?
• Have I prepared a number of different closes to use during the sales call in case the prospect is ready to buy today? By being flexible enough to respond to new information or customer needs when they are identified, the salesper- son can adjust the sales plan accordingly and may find a sale where, before, there was only a call objective.
– SELLING POWER EDITORS
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