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Have you ever driven to a sales appointment with your mind focused on how badly the market is doing? Have you driven to a sales appointment harried, exhausted and unsure of your ability to close the deal, even though you have sold your product for years? Today's market economy can put doubt and fear into the minds of salespeople who produced beautifully in a different time. Here's the problem: when you walk into the appointment, the client will grasp your general outlook. He or she will tap into your fear or uncertainty. Then, one of two things can happen. You won't get the sale. Or, you'll get the sale but you won't have the trust of the client, so they will second guess you every step of the way. Let's change it up. Let's say you drive up to the sales appointment feeling calm, happy and generally confident that you will have absolutely no issues with the transaction. You trust that you and the client will create a great plan, and you feel confident that you will close the deal with a mutually beneficial result. You feel this sense of ultimate capability around your success and your deals that is so attractive to the client that he or she wants to work with you, and you are in sync and understand each other every step of the way. Let's take a home sale appointment, as an example. You are confident when you walk through the value of the home. You ask the seller for his or her favorite things they liked about the home. You ask about the street and what is working for the neighborhood. You get clear on what works and you begin to understand for yourself what is absolutely great about this home and this street and everything that is right for the new buyer. You adopt an attitude of flexibility and responsiveness to the client. Stop second guessing yourself. Trust your instincts. When you have confidence and you celebrate everything that is working for this sale, you will enjoy it. And when you're having fun, it shows in your marketing. It shows in your language. And you'll sell easy. It's all about getting clear, confident and not allowing the mind chatter that keeps you from being flexible to stand in your way.
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