The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Practice Mental Rehearsal
Here is one of the most important success secrets of all in the psychology of
selling. It involves the way you prepare mentally immediately before going in to
see the prospect, especially for the first time.
Stop for a few seconds and create a clear mental picture of yourself as
completely relaxed, calm, positive, smiling, and in complete control of the
interview. Then inhale deeply, filling up your lungs and putting pressure on your
diaphragm. Hold this breath for a count of seven and exhale for a count of seven.
While you are breathing deeply, continue to hold a picture of yourself as the
very best salesperson you could possibly be.
Create a Clear Mental Picture
Then, just before you go in to see the prospect, create a picture in your mind
of the prospect responding to you positively. See him or her smiling, nodding,
agreeing, and enjoying your presence and your conversation.
You can increase the power of mental rehearsal prior to a sales meeting by
remembering a previous successful sales call. Think about the best sales call that
you have had recently. Think about how much you enjoyed talking to the
prospect, how positive the prospect was, and especially, the presentation ending
with a sale. Remember the feelings of happiness and satisfaction that you got
from that transaction.
Then transfer the same feeling to the mental picture that you have created for
yourself and the prospect you are about to see. This exercise will amaze you. It
will smooth out your whole personality. By breathing deeply, relaxing, and
visualizing, you will be fully prepared to perform at your best.

---

Talk to Yourself Positively
Don’t forget to use the technique we covered earlier: the use of positive
affirmations. Especially if you feel a little tense, repeat to yourself, strongly and
emphatically, the words “I like myself ! I like myself ! I like myself !” Say, “I
love my work! I love my work! I love my work!”
Help yourself warm up and prepare mentally by repeating, “I feel happy! I
feel healthy! I feel terrific!” It is not possible for you to talk positively to
yourself, using words like this, without immediately feeling happier and more
confident. When you walk in to see the prospect, the prospect will feel the
positive energy coming from you.
Always prepare for a sales meeting by breathing, visualizing, and affirming in
advance. It will make all the difference in the world.

---