If you’ve been in sales long enough you’ll know that
routine can work for you or against you.
It’s essential to do the legwork if you want to succeed: making the necessary dials, following
through from first call to close, and asking for the business. But unless you’re challenging yourself
on a daily basis, the legwork and the necessary steps to closing the deal can
quickly become a grind.
You may have an exciting product that gets you fired
up each morning, but as the months and years go by your product becomes less
and less intriguing. It’s only
natural, but if you’re not careful old hat ways can prevent you from being top dog.
A seasoned salesperson is really not concerned about
the product he’s selling. Sure, he
likes and believes in the product, but he understands that sales is sales
whether you’re selling advertising or cars or homes. It doesn’t matter.
A good salesperson understands that passion for the craft of selling and
knowledge of that craft overrides the product every single time. A good salesperson can sell anything.
So why does he succeed while his colleagues, many of
which may be more talented, fall by the wayside? What separates him from the others?
Just like an athlete a good salesperson plays mind games. But unlike the athlete who looks to get
into his competitor’s head, the salesperson is only concerned with playing mind
games with himself. He does this
for self-inspiration, to motivate himself, to take the edge off of the routine.
What exactly are these mind games? Well, that all depends on whom you
ask. These games can be quite
innocent and silly. When I sold
corporate hospitality packages to major sporting events (the Masters) I used to
critique my cold calls: birdie, bogey,
hole in one. I still do it
sometimes. For me it keeps things
fresh. Other times when I’m
calling on a prospect I’ll “play the role” of someone else, a character: JD Penrose. Penrose is looser, a little more freewheeling than
myself. He’s more
animated, and I turn to him when I need to raise my energy level.
Playing different roles and minds games is good way
to break your routine. It can
jumpstart a day that’s dragging that desperately needs a lift. Not only does a good salesperson plays
mind games with himself but he’s also curious about the psychological terrain
of his colleagues.
What kind of mind games do you play? Let me know. Or do you believe that the great ones never share their secrets?