“Tim, your mind is like a dangerous neighborhood, don’t go there alone.”
Folks, those words created an enlightening moment for me when I heard them roughly fifteen years ago. My esteemed coach, Jim Thorne, said them calmly and then was the first to shed light that we all experience an attack each day of 60,000 random thoughts.
I immediately related those words to how I sold…always thinking, mind rattling away instead of being focused on every word, syllable and consonant my prospects provided.
From then on I set a course to change the way I think. I chose to take time each day to be still and calm the random “attack” thoughts. I’ve learned that clarity of thought, calmness of mind and time focused only on the essentials give me an edge in my role as trusted advisor.
I have done a two hour 1:1 interview with just a little over 1,800 business owners, sales managers and salespeople. In each of those I understand the importance of being extraordinarily present. I know that people talk in codes, filters and patterns. I know that they choose certain words for a reason and that those words mean something unique to them. I know I must be calm to stay with them and that things like judgment, premature advice and the evil “shoulds” must be avoided at all cost.
I know I’m in the mental intervention business. That sales training thingy is an earned role for another day.
Your business meetings – either within your office or in front of a client, customer or prospect – are no different.
Calm thyself. Get rid of you. Slow the random thought attacks. Be present and you’ll find your numbers, customer retention and ability to make a difference soar.
At Sandler Training Trustpointe we teach our clients Zen selling. To learn more about random attacks, calmness of mind and soaring sales numbers contact Tim Roberts at 317-845-0041 or tim.roberts@sandler.com.
Ah, grasshopper, you learn so quickly.
Download the 3 Biggest Sales Mistakes HERE.
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