In the book, The Secret, the author Rhonda Byrne writes ‘what you think about you bring about’. This idea has been written about by many authors through the ages. I want you to consider adopting this powerful idea.

I want you to think about your sales presentation in your mind. I want you to see yourself meeting and greeting people. I want you to see yourself building rapport by aligning yourself with your prospects behavior. I want you to see yourself asking questions to discover what is important. Then I want you to see yourself demonstrating products that represent value. Then I want you to see yourself overcoming objections and asking for the order.

Make this mental practice a daily exercise. Almost immediately you will begin to notice a difference in your sales presentation. You will hear things from your prospect you missed before. You will see and feel things that will allow you to position yourself to ask for the order. And all you have to do is practice your sales presentation in your mind.

What is mental practice?
Mental rehearsal is practice in the imagination, and since the body and mind form one system, it prepares and primes the body for the actual situation. Imagining success is a consistent pattern that is found in all top sales performers

Giving the brain strong positive images of success programs it to think in those terms, and makes success more likely. Expecting success in a sales presentation becomes a self-fulfilling prophecy. Mental rehearsal can be used to generate new behavior. If you want to greet and qualify better then practice it in your mind first. If you want to demonstrate your model and inventory homes better, practice in your mind first. It is true – what you think about you bring about.

What could I have done differently?
You might consider running through the following steps each night before going to sleep. As you review the day, choose something you did very well, and something you are not so happy with. See both scenes again, rehear the sounds, and experience them again in an associated way. Then step out of them and ask yourself, “What could I have done differently?” How could the good experiences become even better? You may well identify some other choices you could have made in the not so good experience.

Now replay the experiences fully, but with you behaving differently. What does it look like? How does it sound? Check your feelings. Mental practice will build in new choices. You may identify a signal in the not so good experience (something your customer said or did) that will alert you the next time it happens, to use another choice that you have already mentally rehearsed.

The longest journey begins with a single step
Consider it this way – what you think about you bring about. If you want to improve the way you handle resistance then imagine the objection in your mind first. See yourself listening carefully to what is holding your customer back. See yourself handling the objection smoothly. Keep replaying it until you are satisfied. The results you get in the ‘real world’ may not be the same but if you continue to practice ‘in your mind’ you will improve.

The longest journey begins with a single step – begin today to take steps ‘in your mind’ to develop success patterns for every phase of new home selling. You may not be the best salesperson in the world but you will be the best salesperson within a 20 mile radius and that is all you need to achieve additional sales and income throughout 2008.

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© 2008 Bob Hafer, Robert E. Hafer & Associates LLC
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