Maximise Sales Performance Mentally: A How-To Guide
Self-image matters. As logical beings, we cannot act inconsistently with our core beliefs for long1. If you think of yourself as a desperate sales consultant, that is how you will behave. Therefore, think of yourself as a successful sales consultant. As a result, successful behaviours and results will follow. Follow these mental training exercises if […]
Ben Lai

Self-image matters. As logical beings, we cannot act inconsistently with our core beliefs for long1. If you think of yourself as a desperate sales consultant, that is how you will behave. Therefore, think of yourself as a successful sales consultant. As a result, successful behaviours and results will follow. Follow these mental training exercises if you want to maximise sales performance mentally.

Maximise Sales Performance Mentally Tip #1: Feed your mind healthily

“We become what we think about” – Earl Nightingale. What do you feed your mind? Trashy TV shows, time-wasting social media, and mind-numbing radio programs are like junk-food for the mind. I personally avoid the news because of the negativity it implants into our subconscious.

Make a decision to cut down on mental junk-food. Instead, feed your mind with inspirational and/or educational talks, articles, and books. The feeling of self-improvement is hugely satisfying for the self-image!

Maximise Sales Performance Mentally Tip #2: Imagine yourself as already being successful

For decades sports psychologists have used visualisation to improve athlete performance2. The act of visualising winning made them more likely to do so, and improved their physical abilities. You can use the same techniques for increasing your sales3.

First, set aside 10-15 minutes daily to sit back and relax. Next, imagine yourself as having already achieved your sales goal. How do you feel? What are your colleagues saying to you? Finally, think about your largest pending sales deal. Imagine that your presentation goes smoothly. You speak confidently and handle every concern with great skill. Your prospects are impressed with your professionalism and knowledge. They pick up then pen, and sign the deal.

Use this process to then write down your ideal scenario in as much detail as possible. Describe how you feel, what you see, even what you smell. Make sure you write in the present-tense. As a result, the writing will feed into your subconscious to create the necessary behaviours for success.

Take action

Do you see yourself as a successful sales consultant? If not, start feeding your mind healthily and cut out the junk. Take the time to imagine yourself as already being successful. Like healthy eating, remember that this cannot be a one-time event, but a daily habit. Over time, your fantasies will become a reality!

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References

1 Cognitive dissonance; Leon Festinger; 1962

2 Does Imagery Work? Effects on Performance and Mental Skills; Robert Weinberg; 2008

3 Psycho-Cybernetics; Maxwell Maltz; 1960

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