Personal Power e-zine, April 26, 2007

7 Steps to Increasing Your Sales Power – Part 2

Part 1 of this article identified the real secret to sales success and explored the first three steps to increasing your sales power. This article will walk you through the remaining four steps.

Step #4: Trust yourself

Objective: Wake up, accept and learn to use the REAL power that comes from your connection to your heart, intuition and inner wisdom.

It's amazing how many people really don't trust themselves. They have made SO many promises to themselves and ended up breaking them. After a while the mind just says, "Blah-blah-blah, here we go again."

When this happens, your inner guidance system becomes weakened and eventually blocked...and with it a significant amount of your personal power. Your inner wisdom can put brilliant thoughts in your head and eloquent words on your tongue. But, if your mind is standing in the way, forget it.

Here is another opportunity to use your power voice. Say, "Thank you, mind, for wanting to help me with this sales presentation. However, I am now turning it over to the wisdom of my inner self."

Now speak to your inner self. "I now turn control of this sales situation over to my inner guidance and wisdom." Believe what you are speaking because it will be so.

Step #5: Don't think about making a sale

Objective: Hear the prospect more accurately by silencing your inner noise.

After completing Step # 4, stop thinking about the sale! Relax and let your inner wisdom control what you see, hear, and say. You can aid your inner wisdom by focusing your attention on your intuition (or "gut").

You will pick up clues from the body language and tone of your client that you might otherwise have missed because you were too busy thinking about your next move. You'll hear the prospect talk about his or her needs or problems and understand them from his or her perspective, NOT yours.

Any time a prospect or customer is talking, make it a habit to get out of your mind. Only when the babbling of our minds is silenced are we able to hear what our inner wisdom is telling us.

When you are out of your mind, you will hear what your prospect or customer is actually saying without distorting it through filters. This will help you experience a true one-to-one relationship with the other person.

Step #6: Leave your personal agendas or expectations in the car

Objective: Don't push or force anything to happen.

Walk into your prospect's office CLEAN. No agendas. No expectations. No judgments. You should only have one objective in mind: to find out the needs of your prospect and how you can best meet them.

Forget about pushing that certain widget the home office wants you to showcase. Let it go. That's the company's agenda. If you make it yours, you'll be walking into the prospect's office with only part of your sales power intact.

Concentrate on finding out exactly what the prospect needs...or thinks he (or she) needs. Only then will you be able to sincerely and effectively make suggestions to fulfill those needs.

But don't worry, your needs will be met, too, once you learn how to get out of your own way and just be the wonderful you that we all love and adore!

When you do this, you will be more relaxed. So will your prospect. He/she will sense, consciously or unconsciously, that you have moved to their side of the desk and have a sincere interest in helping them.

Step #7: Let go of NEED

Objective: Put your focus where it needs to be - on the PROSPECT!

Okay...so the mortgage is due, you owe some medical bills, and the rest of your financial health is lousy. Forget about it!

If you focus on your problems, you won't be able to focus on the prospect's needs. Remember, it is impossible to think of two things at the same time. Make it a point to concentrate on your prospect's needs and wants...NOT yours.

If you have difficulty doing this, try another "out of your mind" exercise. See yourself as extremely rich and totally successful. You don't need this sale. You don't need ANY sale. The only reason you have come to this prospect's office is because you know you have a product or service the prospect needs or will benefit from having. You are there for the prospect - NOT for yourself!

You'll be more relaxed and confident. And, as I mentioned in the last step, you will be clear of agendas or desires.

It all comes down to this

Getting out of your mind is perhaps the single most important thing you can do to increase your sales success. Go ahead...fire the bureaucrat in your mind and turn over control to your inner wisdom. In doing so, you will release an enormous amount of personal power. This power can catapult you to a level of sales success you've only dreamed about!

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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