Use descriptive language to conjure pictures of success in your prospect’s head
The sales process is something I’ve been studying. This is a compilation of my pre-game rituals.
One of the things I’ve started doing before going into a pitch meeting is to take a few minutes to center myself and mentally analyze:
- My approach.
- What I say in my presentation.
- How I handle objections or requests for more information.
- My close.
- My customer service.
I replace doubt with thoughts of success. I imagine my prospect being successful using my services. I recall past successes and the good feelings associated with those successes.
When pitching my products or services, I think about treating people the way I want to be treated. I understand that the images I have in my head are what I am going to project and attract.
I project a positive, optimistic image so that people will welcome me and be grateful I came to see them.
As I’ve studied the sales process, I’ve come to learn that people buy products and services that will help them solve their problems, so I use positive thoughts and words to show them how my services can solve their problems.
I build mental pictures of my prospects using my services and reaping the benefits.
I create pictures in my prospects’ minds of them investing in my services to solve their problems. I create pictures in their minds showing them how I can solve their problems.
I don’t think about the sale. I concentrate on helping my prospects by thinking about the ways my services can help them.
I concentrate on helping my prospects forget about the sale by thinking about ways my services can help them. I focus on the possibilities. I talk about owning something desirable, my products.
As I’m going through my pitch I:
- Smile and compliment my prospects, looking for the good in everyone.
- Imagine them using and benefiting from my services. I know that as I do this, my prospects will also imagine themselves benefiting from my services.
- Use words that create positive, pleasant thoughts.
- Never argue or criticize, I always agree and praise.
- Strive to work together with my prospects to reach a mutual decision to own my product.
- Compliment my prospects on their past decisions, and steer them toward the best decision today.
- Focus on possibilities, not problems.
- Talk to the prospect about owning my products, not buying them.
If you try any of these tips, let me know how they work.
Inspiration for this post came from the Silva Method of Mind Development.