Personal Power e-zine, February 15, 2007

7 Steps to Increasing Your Sales Power – Part 1

Looking for sales success? Sorry, you won't find the real secret at a book store. Where should you look for this secret? How about inside yourself!

I'm serious. It's right there. An amazing power you can use in sales, your personal life, and professional relationships. It's begging you to recognize and use it.

So maybe you're thinking, "Hey...I'm cool. I've got a handle on this power thing." Maybe you do; maybe you don't. It all depends on your relationship with your mind. Unless you have a stranglehold on your mind, it's probably doing its own thing with little thought for your personal success. Why? Think bureaucrat.

That's exactly what your mind is - a knee-jerk-reacting part of you that is primarily concerned with protecting its own territory. Like any good bureaucrat, it:

Loves rules
Tends to say "NO" to almost any suggestion
Uses fear to intimidate
Constantly throws up barriers to discourage growth and self-improvement

How do you change this situation? By getting out of your mind. Or, to put it another way, "Fire the bureaucrat!"

How do you fire the bureaucrat, and who takes over? I'll share the answers to these questions with you in the following Seven Steps. Read them carefully - you may be entering new territory!

Step #1: Get out of your mind by dropping your defenses

Objective: Connect to prospects in a natural and healthy way.

The mind can be pretty sneaky. Without consulting you, it will often throw up defense mechanisms and emotions that hinder your growth and success. Outside of a knot in your stomach or tension in your neck, you may not be aware of most of them. However, if you know about some of the little tricks the mind can play, you can do something about them. The following exercise will help you do just that.

Before going to see a prospect or client, summon up your power voice. You know what it is. It is the voice of respect you use when you're done messing around!

Silently or out loud, speak these words: "Mind, I know you are trying to protect me and I appreciate it. But when I walk into Mr. Whatever's office, I want all your defenses immediately lowered. Done! Over with! Removed!"

The mind may ignore you the first few times. After all, it's been in control for so long it's not going to give up its bureaucratic position easily. But that WILL change. You just have to demonstrate in a loving and consistent way that you mean business!

Within a short time, you'll experience a shift inside you. When this happens, you'll discover you are relating to prospects and clients in a way you never did before. At the same time, clients will find it easier to relate to you. It all becomes a very natural process when you get the mind out of the way.

Step #2: Let go of all fear

Objective: Give off a confident, positive vibe. If you have no fear, chances are neither will your prospects!

After doing the above exercise, you'll probably notice a distinct decrease in fear. However, there may still be some fear nibbling around the edges of your emotions. You want to get rid all fear, and the following "out of your mind" exercise will help do just that.

This may seem silly, but man…does it WORK!

Imagine roots growing out of the bottom of your feet and into the ground. It doesn't matter if you're on the top floor of a skyscraper or standing on a sidewalk - see your roots burrowing deep into the ground beneath you.

Now you're grounded and mentally present in THIS moment.

Next see all fears turning into a dark liquid as they leave your mind (which is where they all originate and reside). See the dark fluid flowing down through your roots and into the ground. As your fears leave, you will again feel a shift toward calm and confidence.

Now, hold your head up and move forward. You are emotionally clean and ready to meet your prospect! You will know you have eliminated all fears if you can smile and laugh naturally with your prospect.

Step #3: Create the person you want to be

Objective: Be a polished professional who is inwardly solid instead of outwardly focused on need.

Let's say you are preparing for a sales call. You have all of your papers, literature, samples, and anything else you need organized and ready.

But wait - do you know exactly what you want to say, how you want to say it, and the response you want to receive from the prospect? If you don't, take a few minutes and organize your inner self for success. See yourself as an amazingly successful person. Feel the confidence. See yourself radiating warmth and concern. Picture yourself making the best sales presentation of your life.

Forget about the prospect. This is for you! When you step forward, do so without doubts, judgment or concerns. This is the powerful YOU!

Stay tuned for Part 2

In Part 2 of this article, we will address the remaining four steps to increasing your sales power.

About the Author

Personal power expert Michelle Rigg is the author of You Must Be OUT of YOUR MIND: A Step-by-Step Guide to Creating More Power In Your Life. Her clients usually see remarkable improvements in income, relationships, communication, focus, and clarity after completing just one workshop or telephone laser session. For a FREE 5-step course that will supercharge your personal power, visit http://www.createpersonalpower.com.

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