Do you have that one friend that you always find yourself deep in thought provoking conversation with? If you don’t, I urge you to find one!
The other day one such friend and I were chatting about decisions, more specifically, how decisions are made.
We were talking about how most decisions are made before we actually get into the pros and cons list. Take, for example, a spouse who’s debating leaving their partner, and after months of indecision, they decide to make a classic pro/con list. We’ve all used these at one point or another.
Our opinion—and it’s just that of course, our opinion—was that the points they place on that list, the ones they seem to omit without realising it and the weight each point carries are predetermined to justify the decision they’ve already made subconsciously.
We went through a series of examples from our personal lives, and in nearly all of them we found that something deep inside our mind already knew the answer before we ever started the process of determining what the decisions should be, and that our pros and cons list was NOT objective. Instead, the information we provided for that list was skewed to justify the decision our subconscious had already made.
If you really think about it, it’s pretty deep stuff.
I could be way off, or I could be on to something. I like to challenge my beliefs so I’ve left it as “quite plausible” and have been experimenting with my own decision making process. So far, I’m batting 100 for already knowing what I want at some deep level prior to going through the process.
Imagine the time we could save if we could access that answer clearly, with accuracy, and immediately!
Regardless, that conversation led me to another topic: how we defeat OURSELVES in our mind BEFORE we are actually defeated in the real world.
Take the boxer who sees his opponent warming up and at that moment doubt floods into his mind and he’s been defeated long before he ever steps in the ring.
Or the motocross racer at the start line who looks to either side of him and sees bikes far nicer than his, or riders who look far more confident, and loses the race in his mind before the gate ever drops.
Or the mountain climber who looks up at the various difficult lines to climb and, before ever bringing hand to rock is left defeated, knowing he’ll never make it to the top.
Surely, we’ve all been through this personally, or have seen it happen time and time again.
But what about business?
What about the sales person who’s defeated before they ever step into the prospect’s office?
I can’t help but think about Dwight from The Office as he performs his “pre-sale ritual”… We may laugh, but I’d put my money behind his approach, or at least the philosophy behind it.
Life can be tough, business can be tough, sales can be tough, and if you don’t position your mind for success, if you don’t position your mind to WIN right out of the gate, to win before the win, to be successful before ever having it materialise, you’re going to be fighting an uphill battle.
You must fix your mind on success before ever stepping onto the battlefield.
Many great battles were won in the mind long before they were ever fought on the battlefield. Heck, Napoleon would never send his troops in if they didn’t believe, without a shadow of a doubt, that they were going to WIN.
As they old saying goes, “If you want to take the island, burn the boats behind you.”
Ask any seasoned sales pro and they’ll tell you that they NEVER go into any sales meeting without assuming the sale.
They’ve done their homework, they believe at their core that their product is perfect for that prospect, they believe wholeheartedly that it’s well worth the cost and that the business owner will benefit handsomely from it. If any of these are not the case then you’re participating in an unethical presentation and shouldn’t be there in the first place.
The sale is WON or LOST in the mind long before the prospect ever has a chance to speak.
From today on, take control of your mind and don’t enter any sales presentation without assuming the sale. But be warned, this needs to be a deep-rooted belief, not surface level cockiness.
It needs to be an ethical burning desire to satisfy the needs of the client and an understanding that they NEED what you are offering. Surface cockiness gets smelled a mile away and comes off as BS; a deep, genuine belief comes across as passion and emits trust.
Win the battle in your mind, and you’re on the right track.
To your success,
CEO RYS Group
The Blais family enjoying the views at Lake Tahoe.
RYS Group Inc.
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