“Visualizing a successful win will not only help you stay positive during challenging moments during the sale, it can also subconsciously help you feel like you’ve been there before.” – James Troiano in today’s Tip 1050
Are you visualizing success?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from James Troiano. James is an experienced direct sales leader with a track record of developing talent and driving a high level of sales performance. Believing that 80% of sales leader performance outcomes are driven by talent, James is a coach first and “manager” second. He also hosts the Stuff about Sales podcast. Here he is:
James Troiano: Sales professionals, are you visualizing success? As you work through any opportunity, it’s important to spend some time visualizing what a successful outcome looks like at the end of the sales motion for both you, your prospect, and your organization? It’s a close one opportunity for you. I’m sure if you’re visualizing success, right? But specifically, what is the customer saying when they call you? Actually, picture the conversation in detail.
Disclaimer. It’s okay to think about yourself and your organization in this case. I know you hear a lot about customer prospects first and did not make the sales process about you and your company. But visualizing success is personal. You’re not sharing it and it’s going to help you provide the best sales experience possible.
Here’s how to do this.
It’s actually best to work backward. First, what does this prospect look like as a fully onboarded customer? What success are they seeing? Is this a landmark deal for you personally? Is this a huge win for your organization? Soak it in baby.
Second, picture the day they sign the order. What is that conversation like with your champion or the decision-maker? What led to that point? What did you overcome? What factored into the decision to compel them to select your company’s solution?
Finally, how did you feel? Happy for yourself and your company and the prospect knowing they just selected something you know will really add value to their operation. Are you relieved? Can you even believe it? You’ll be surprised at what your emotion has to say about the state of the deal. Hence, if you’re relieved, you probably aren’t working a very healthy opportunity.
Visualizing a successful win will not only help you stay positive during challenging moments during the sale, it can also subconsciously help you feel like you’ve been there before, even if it’s your first sale of a new product you’ve recently been promoted. And this is your first close. Or if this potential deal is so large, it’s uncharted waters for you.
It can also help you work backward and think about everything that it took to win the deal in sort of an inception like mindset where you’ve worked through it all before it’s even happened, and it will allow you to make sure you’re covering everything currently or if you’ve missed anything to go back before it’s too late. Try it.
Scott Ingram: For links to connect with James and to check out his Stuff about Sales podcast. Just click over to DailySales.Tips/1050. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!