It is imperative for all businesses, no matter the size, to be able to describe their target customer. It is equally important for businesses to create an ideal sales profile. This will help you identify the right hire for your sales team. In this episode, Donald will talk about the importance of defining the ideal sales profile in detail.
Oftentimes, as salespeople, we start our days with a list of things we want to accomplish in our day. By the end of the day, however, we realize we didn’t get to do what we set out to do. As a result, you come up with excuses for why you didn’t get your tasks completed. You can avoid that by creating the ideal sales profile. This is about the picture you’ve set in your mind about how you will conduct yourself in each activity throughout the day, long before they happen.
The greatest swimmer of all time, Michael Phelps’ was taught by his coach about playing tapes to watch his performance.. His coach told him to visualize the perfect race and all the details surrounding those moments. His job was to play in his mind every scenario that could occur: What does the audience look like, what is the feel of the water temperature, how does he feel mentally and emotionally? He would visualize his win over and over again until eventually he knew exactly what to do to win the race. He visualized it before it happened.
The greatest people in their careers and fields have all visualized their success long before they ever got there. That’s exactly what you need to do – visualize your success before it happens.
In a sales situation, salespeople can get distracted because more often than not, we focus on external factors. We spend hours, days, and even weeks coming up with the ideal customer profile. Your task now is to create the mental tape of your ideal sales profile succeeding in every scenario.
Who is the ideal seller? The ideal seller is you, at your best, able to sell in every possible scenario. It’s about more than what it looks like to execute a sale, it’s about what the seller can do under various situations.
In 2008, Michael Phelps was competing in Beijing and while in the water, his goggles broke but this didn’t stop him. He still won. How was he able to pull through? He had already visualized himself winning the competition with broken goggles. Michael Phelps had already created his ideal swimmer profile, planned out what he’d do in a variety of adverse circumstances and saw himself win anyway. His preparedness enabled him to perform without skipping a beat.
It helps to see yourself accomplish everything on your to do list. If you have made up your mind to make phone calls at a certain time of day, then ensure you’ll do what you have planned no matter what other schedules will pop up. If you planned on making phone calls at 2 PM, then make the calls and prospect. Envision yourself sitting in your chair, making calls, and think about what you’ll do if you’re faced with any distractions. Let it play out in your mind until you’re positioned to get back on the calls. This will help you to know what to do and say in order to take control of the situation. If you don’t, you have a greater probability of getting pulled away from the task at hand.
You can apply the same visualization technique to negative conversations. Some clients will not be receptive to your offer but you can envision how you’ll handle these scenarios beforehand and prepare what you’ll say. You don’t need to have all possibilities covered but you can have a better idea of how you’ll respond for a greater success rate.
You may have created a habit of doing a different activity when you’re supposed to be prospecting but habits can be replaced with some creative visualization. Believe that you will prospect at a set time and stick to it. If you’re playing a tape in your mind of being distracted, replace it with focus and execution.
If you make prospecting a new habit and stick to it, your mind will replace the old tape and success will be the new norm. Your mind will recognize these habits as something you do on a regular basis. As a result, you’ll have the energy and the capacity to perform your goals. The key is that long before the habit is formed, play the tape over and over again in your head until your brain believes it. Once that happens, the actions will start to match until it’s truth. Just make sure that as you release the negative scenarios you’re replacing them with your best actions. If you don’t, your mind will fall back into old habits of thinking. Get those new habits locked in!
Instill in your mind that you are a problem solver. What you think, you’ll become.
If you have more questions, don’t hesitate to comment on this episode. Donald will get back to you with the answer. Find Donald C Kelly in all the other platforms out there.
This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble for free now at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.