Strategies for Sales Professionals - Get Ready to Win.
People don't plan to fail...they
just fail to plan. Powerful performances must provide perceptive
pre-performance procedures so poor performance is precluded! Here
are ten pre-performance sales psych-up strategies from some of the
world's top selling professionals and others who have achieved preeminence
on the platform of life's stage.
Psych-Up Strategies for Sales Professionals
Get Ready to Win
Bill Cole, MS, MA
Founder and CEO
William B. Cole Consultants
Silicon Valley, California
People don't plan to fail...they just fail to
plan. Powerful performances must provide perceptive pre-performance
procedures so poor performance is precluded! Here are some pre-performance
sales strategies from some of the world's top selling professionals
and others who have achieved preeminence on the platform of life's
stage. Before your next sales event, consider preparing your mind
in these special ways:
1. At the minimum, practice your sales performance the morning
of the "show". Not the whole thing, but bits and pieces. This
is your warm-up and will help you begin to focus on the performance.
2. Have some sort of pre-event routine that will prepare you
mentally, emotionally and physically. Even NOT having a traditional
routine is fine (goofing off, not paying attention to the upcoming
event) as long as you realize that this works for you.
3. Custom planning is the key. You need a routine that will
work specifically for you, not one that you saw another sales pro
do. Experiment to find the one that meets your needs.
4. What are your needs? You want a routine that focuses you,
helps you contain anxiety, energizes you with positive energy, psyches
you up mentally so you expect to do well and helps you make a gradual
transition into your performance state.
5. The performance state is a special consciousness that is different
from our normal day-to-day existence. We need to enter that
state well before the show goes on. Just arriving at the performance
and then rushing on will not do it. A gradual leaving behind of
our normal day and a slow immersion into our "game head" is required.
6. Your pre-show routine is very much a ritual. You need
to have a series of steps in the routine that you do each time before
a performance. Over time, this ritual begins to feel comfortable,
normal and will work for you. It's a security blanket for your confidence.
7. It's important to maintain the same ritual in the same order
each time you prepare. It's this sameness that kicks off your
psych-up energy and automatically helps you focus, relax and energize.
8. The ritual you design should be no shorter than 10 minutes,
but no longer than 30 minutes or so. Any shorter and the effect
is not as powerful, and any longer and you may not be able to find
the time or space to execute it. The best rituals are done quickly
and require no special equipment or place.
9. Check any sales tools you will be using. Make sure your
clothing is in order. Do a final check of the performance area.
Make sure all physical things are under control as much as possible.
This frees your mind of worry.
10. Visualize your sales performance. Imagine it the way
you would love to perform. Imagine your success and how you will
feel when it is over. This builds your will to win, to succeed despite
all cost and obstacles.
This will start you on the journey to the perfect pre-performance
sales routine. I wish you the best of luck in your march to selling
To learn more about how sales coaching can help you become a better,
more confident sales professional, visit Bill Cole, MS, MA, the
Mental Game Coach at www.mentalgamecoach.com/Services/SalesCoaching.html.
Copyright © 2011-
Bill Cole, MS, MA. All rights reserved.
Bill Cole, MS, MA, a leading authority
on peak performance, mental toughness and coaching, is founder and
CEO of William B. Cole Consultants, a consulting firm that helps
organizations and professionals achieve more success in business,
life and sports. He is also the Founder and President of the International
Mental Game Coaching Association (www.mentalgamecoaching.com),
an organization dedicated to advancing the research, development,
professionalism and growth of mental game coaching worldwide. He
is a multiple Hall-Of-Fame honoree as an athlete, coach and school
alumnus, an award-winning scholar-athlete, published book author
and articles author, and has coached at the highest levels of major-league
pro sports, big-time college athletics and corporate America. For
a free, extensive article archive, or for questions and comments
visit him at www.MentalGameCoach.com.
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