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Life Health > Running Your Business > Marketing and Lead Generation

Advisor alert: Becoming an 'Inner Winner' in your sales career

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Jack SingerDo any of you think of your advisory careers in terms of a sporting event? Sales guru Jack Singer certainly does and provides sports psychology tips that can help “skyrocket your sales performance.”

Singer, who is a contributor to Senior Market Advisor, provided us with some interesting ideas on how you can help you in your sales performance beginning immediately. Singer also looks at sales performance from a team perspective, which offers you additional help if you have associates you are mentoring. Following are highlights from Singer, look for more of his tips in the May issue of Senior Market Advisor.


Teach them to understand the warning signs of their “Internal Critic” at work. Self-talk will either make you successful or will lead to disappointment. So often, people unconsciously use self-limiting thoughts, which prevent them from being successful. Examples of negative, pessimistic self-talk phrases, are: “What if …,” “I hope I don’t …” I should have said …” “The client won’t like me if …” “I always have problems with …”I probably won’t be able to close this sale,” or “I can’t believe how stupid I was to say that …”

Negative, pessimistic messages that people allow to pass through their minds immediately lead to muscle tightening throughout the body. This tightening is accompanied by more rapid breathing and often perspiring. Consequently, these physiological responses are perceived as “stress,” and you can read that all over the face and body language of the sales person or athlete, for example.

Sales people can practice catching themselves when these types of negative thoughts go through their minds, and they can make a fist (out of view of the prospective customer), which is a reminder to stop thinking that way and to take a few relaxing breaths, release the fist, relax, and proceed to think positively and optimistically.

There is an old saying: “What you believe, you can achieve.” Internal self-talk leads to beliefs, either positive or negative, and beliefs lead to the body’s reactions. Sales people need to believe in their products and ability to show the customer why he or she needs to purchase that product today. Once sales people believe in themselves and their products, they are in a much better position to achieve sales success.

Jack SingerSuggest that they give themselves positive affirmations each day.

Positive affirmations are positive, optimistic thoughts about your sales success as if it is happening today, right now. Because our subconscious mind doesn’t know the difference between something real or imagined (for example, visualize yourself biting into a tart lemon and see what your mind tells your salivary glands to do), when you give yourself positive affirmations and imagine they these things are happening right now, your subconscious mind wants to make them happen for you. Here are examples of positive affirmations for sales people:

“I know my products, and I will show my customers how these products are perfect for their situation,” “I know how to treat people so they will be open to my suggestions,” “My self-confidence as a sales person grows each day,” “I see myself breaking my sales records each month.”

Make a list of at least 10 positive affirmations to say each morning upon arising and each evening when retiring. Say each one 10 times in the morning and 10 times in the evening, breathing slowly and visualizing the each affirmation happening now.

Encourage them to visualize sales success before approaching the potential customer.

Your subconscious minds take orders from you without judging success or failure. As noted above, internal dialogue and beliefs are one means of directing your subconscious mind. Another powerful technique for directing the subconscious mind is actually visualizing success. Professional golfers, for example, who visualize each shot before they make it find a tremendous similarity between their vision of that shot and the subsequent shot that they make.

Tell your people to visualize themselves preparing for the sales call, gathering their materials, feeling really encouraged because they know their products and feel confident as they enter the room where the pitch will take place. Visualize the sights and sounds around you as you begin the perfect sales presentation. They then see the customer smiling and nodding in agreement as they show him or her how much this product will help. Finally, visualize themselves shaking hands with the client, closing the deal and writing up the order.

Show them the power of goal setting. People are 11 times more likely to reach a goal when they write it down, as opposed to simply thinking about the goal. Have your sales people write down short- and long-term goals that are specific and action-oriented. For example, “For this month, I will sell at least 27 widgets.” Make sure the goals are realistic.

Next, have them visualize themselves feeling wonderful once they accomplish that goal. Have them imagine it as if they have already accomplished the goal. Finally, have them write down ways in which they can sabotage themselves, so they won’t accomplish that goal. This is a critical way of recognizing ways they perhaps didn’t realize they were undermining their success and how they will now stop that behavior.

Using these tips will help you and your sales people look at the internal barriers to their success and how to release their true talent. In short, becoming an Inner Winner leads to success every time.

Jack Singer is a professional speaker, trainer and psychologist. To learn more about Dr. Singer’s speaking and consulting services, please visit or call (800) 497-9880.


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