Your self-talk can directly impact how you come across to your prospects on sales calls.
You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand?
What if, in those few minutes, you say to yourself:
I desperately need this client.
I want their money.
I need to show them how good my services are.
I need to get them to listen to me.
I hope they think I am good enough.
I need to remember my “script” and those closing techniques.
I don’t think I am going to enjoy this.
Do you ever say these kinds of things to yourself?
Imagine how you are going to come across if you are being like this? Desperate? Unauthentic? Uncaring? Not relaxed? Attached to the outcome? It’s all about me, me, me. Like a salesperson? Oh no!
Instead, just suppose that in those few minutes, you say to yourself:
I am about to have a conversation to explore if I can be of service.
I really want to help.
I want what’s best for this person, even if they don’t become my client.
My focus is on what I can give, not what I can get.
I am committed to helping but not attached to it.
I am going to put myself in their shoes. I will look at things from their perspective.
It’s all about them, not me.
I am going to listen, listen and listen.
I have no expectations from this conversation.
I am going to be me (open, honest, full of integrity, natural).
I am going to enjoy this.
I am going to forget about trying to sell them something.
Imagine now how you are going to come across if you are being like this. Authentic? Caring? Relaxed? Committed? It’s all about them. Magnetic? Not at all like a salesperson!
If you are being this way when you are having a conversation, you will quickly build rapport and trust; people will listen to you then. Talk about your solution and products before you do this and what you say will fall on deaf ears.
I suggest you create your own written list by using mine as a starting point. Add to it over time. Say these things, out loud preferably, to yourself before you speak to any potential clients. Then sincerely (or it will not work) be like this.
This may sound silly to some of you but it works. Eventually you will be like this naturally and getting clients will become easier and easier. People will find you magnetic.
This is a simple and yet very powerful technique. If you spend that time saying what I propose, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you. Please do not underestimate it. Try it out for yourself and if you do, I promise, you’ll quickly be on the path to getting a lot more clients. It’s all in the be-ing!
About the author
Tessa Stowe has consistently been a top producing, award winning, salesperson in the technology/computer…