Excerpt from The One Minute Sales Person written by Spencer Johnson
When making a sale, we use a lot of words to describe the feeling. Words like confidence, courage and a winning attitude. That’s the feeling that fuels high performance and ensures better results. But remember, the worrisome images we create and play in our minds are just as powerful. These are the images that create fear and doubt. The exciting reality is that we can create and play the mental movies of our choice. That’s power.
Most sales people (The eighty who make only twenty percent of the sales) are not aware of the mental images they are seeing in their minds just before they make a sales call. There not aware of the power such images have to undermine sales.
You, however, can be part of the outstanding twenty percent of sales people who make eighty percent of the sales. You can choose your success by seeing it before it happens.