|
|
|
| |
|
Enter text for First Article and Apply any desired text formatting
|
| |
|
|
|
| |
|
Image your way through a sale
The following exercise will help you image your way through a sale. The reference for this process is called ‘Future Pacing’. This is when
you have identified a behavior that you want to make a habit. You generate an image or movie of yourself in a future situation where your
behavior is appropriate; then you visualize yourself successfully performing the behavior. This is ‘practicing for the future’.
To help you get started you may want someone to take you through this exercise the first time, or you can pre-record it. Find a quiet place,
relax, and begin breathing deeply.
Prepare to take a mini-trip through a sales presentation with imagery.
• I am calm, quiet, relaxed and ready to begin my sales presentation.
• I see myself reviewing a contract I wrote yesterday.
• I hear a new client approaching me.
• I see myself move confidently toward my new prospect. I am confident, I am smiling, and I greet my new prospect with
confidence and enthusiasm.
• I listen carefully. I pay attention to what her voice sounds like? She is smiling. I take a moment now and notice my surroundings,
all of them. There is a certain feeling in the air. I feel it. There is even a dominant smell. What does it smell like? I smell the sweet aroma
of success. I am there, I am aware.
• There is one particular color that stands out for me. I see that color. The color makes me feel good.
• I hear many sounds. I pick out one and listen to it for a minute. Do I hear traffic? Do I hear other voices? I hear the sound of
success and it sounds good.
• I observe what my prospect is wearing. I allow all of my senses to function. I process the sounds, sights, tastes, smells and the
even the touch of my surroundings. I am present in the moment. I like selling because I am good at it.
• I am calm, quiet and relaxed.
• I notice her body position. I am not in the environment; I am the environment. I am relaxed.
• I hear and feel the easy flow of conversation. I have my prospect’s attention and the communication is easy. I ask questions and
she answers them freely.
• I notice the expression of interest on her face. I see interest being expressed through her new body position. I can hear interest
in the tone and pitch of her voice. She is leaning forward, gesturing, and her face has a warm color to it. She is interested because she is
talking about something that is interesting to her.
• I am calm, quiet and relaxed.
• She is doing the talking. I am listening. I observe as she continues talking.
• The values of my homes become clear to her as I share information about my various homes.
• I observe her expression change. Her eyes look up. She is thinking visually. I am calm and she is giving me new information.
Through my senses, I know she is convincing herself that my home can satisfy her needs. I am quiet and observing the entire process. I am
breathing deeply and I am relaxed. I observe as she becomes more and more convinced. I see her look down and I know she is convincing
herself to buy now, to buy today.
• I remain relaxed and I ask for the order.
• I sense an expression of joy. She has shown me that she not only needs what I am offering, but she wants it as well.
• I am the environment. I remain in touch with it and continue processing through all of my senses. I notice her feelings of
satisfaction with having found a solution to her housing need.
• Finally, I see an action that lets me know that a decision has been made. I know she is making a commitment to me. I observe
how I know this. Quietly I observe the action. I am calm, quiet, and relaxed.
• I am breathing deeply. I am very conscious of my breathing.
• My new prospect has become my new buyer.
• I feel good.
• I open my eyes and I am aware of all that just transpired during my sales presentation.
• I see success; I hear success; I feel success; I smell success; I taste success; I am successful.
To receive maximum benefit from this idea plan on going through this exercise at least one time per week for the remainder of your sales
career. It is effective imagery practice, a productive review of your sales presentation strategies, and a valid learning and review process.
Enjoy the journey!
|
| |
|
|
|
| |
|
Enter text for First Article and Apply any desired text formatting
|
| |
|
|
|
