I’m coming to learn that my best sources of “how to” information are the readers of this blog. As we’ve gotten into the issues of motivation and managing emotions, a number of suggestions have surfaced, but one that appeared last night (read it HERE) is such a perfect example of what really works that I’m going to feature it here and use it as the jump-off point for the discussion of how to change your physiology. Here’s Satha’s comments, with numbers for the commentary that follows:
Some of the key “must dos” [1] for me before a sales call are:
a) preparation - this is as important as breathing [2]
b) use a technique that you are familiar[3] with to calm your mind [4] - meditation [5] or music [6] works for me
c) always keep to time [7]
d) generally avoid anything that would put you in an unduly stressful situation [8]
My commentary:
- Consistency. Managing your emotions gets easier the more you do it, so the key to doing it well is doing it consistently. Satha thus characterizes her emotional management as a “must do” rather than something that’s optional.
- Focus. Preparing before the meeting gets her focused on the customer and the customer’s firm rather than on herself and his company.
- Personalization. Everybody is a little different. Whatever combination of techniques that you use must make sense to you and work for you, as an individual.
- Focus. The idea here is to shed the thoughts that aren’t productive.
- Physiology and Focus. Meditation forces you to breath more slowly and releases calming hormones. I know Christian sales reps who find that praying has a similar reaction. Note that having a cigarette also causes you to slow your breathing and it most definitely changes your body chemistry. Unfortunately, unlike meditation or prayer, smoking gives a short-term positive change at the cost of a long-term negative change. But the principle is the same.
- Physiology and Focus. Music puts your mental concentration into a part of your brain that’s pre-rational and primal. It also creates a reaction in your body. Some music makes you want to dance, other music makes you go to sleep. The trick is to pick the music that generates the appropriate reaction in brain and body. A different selection is required if you need to get pumped up than if you need to be calmed down.
- Focus. If you’re worried about being late, you’re going to walk into the meeting harried and out of sorts. And probably out of breath, so once again we’re dealing with physiology in the feedback loop.
- Focus. Satha is ensuring that, as far as possible, she’s controlling her long-term focus to create the right emotional state, rather than letting the outside worlddetermine what’s going to go on inside her mental and physical environment.
So there you are: a real life example of how changing your physiology and focus is the key to a better emotional state and therefore bigger sales. In her comment, she’s revealed the secret to consistent selling success, which is constant, personalized mastery of your physiology and focus.
I’ve not met Satha, but I’ll bet that she’s a pleasure to work with — and to buy from.
Does anyone else want to share your “selling for success” ritual? If so, feel free to comment.
