Loosen up. A comment that an athletic trainer or personal coach will make to motivate you to loosen up your muscles before or after an athletic effort. It is a fact that supple relaxed muscles are better able to handle a power effort.
Loosening up is also essential for an account manager or salesperson. In this case, my concern is not so much with the muscles but more with the thinking. If he is stuck in his thinking, the salesman forms an internal mental block. That stuckness will have its effect in the customer contact. The salesman is rigid in his approach, too focused on performance and too incapable of offering a solution to the customer's problem. This behavior will eventually be noticeable in the bottom line. Sales are disappointing and the foundation for a downward spiral has been formed. Because the salesperson is stuck in their thinking, they will not be able to turn the tide independently.
If you make an exercise effort and think the weight is too heavy to lift again, your thinking will be confirmed. You will not get the weight lifted. Mindset is everything. So too in sales. If the salesperson thinks his customer will not buy this will become the result of the effort. What you think expresses itself in your actions. It is therefore important that a salesman or woman enters a sales meeting with confidence. Customers prefer to do business with someone who is confident in his actions. Because the salesperson's self-confidence helps the customer in his decision-making process.
My name is Anthon Geersing. With my blog I want to inspire everyone dealing with sales. I will share personal experiences and insights gained.
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A personal trainer will motivate you to do one more set while you have already made an effort. He expresses confidence and influences your thinking by shouting, “you can do it!” The sales profession sometimes seems to be an individualistic profession. The account manager is out on his own, stepping independently into the premises of a potential client. Yet this ‘lone salesperson’ needs a motivating voice. A colleague or commercial manager who calls out, “you can do it, if anyone can close the deal it's you!”. The external source of motivation stimulates the salesperson to do what he perhaps did not know he was capable of doing.
An external motivating source encourages the salesperson to do that which he did not yet know he was capable of doing.
By having an open mindset and keeping the thoughts loose, by avoiding internal blockages in one's own thinking or by positive words from a colleague, a salesman or woman has an important starting point for success at hand.
I myself think back positively to colleagues or managers who motivated me at times when I was feeling down. Who offered a solution I hadn't thought of yet. Or challenged me to approach a situation with a different mindset. It helped me pick up the thread or achieve a result that I did not know I was capable of beforehand.
By regularly sharing my experiences and writing down insights regarding sales, I want to inspire you. I challenge you to let go of your stuck thinking. Take from my input what you can apply in your sales process! I wish it gives you the building blocks to make that special sales effort.
