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I’m in good shape, I go to the gym, I can handle a kettle ball as well as the next guy but every now and then I do like to have a session with Dave, my personal trainer.

He’s a decent guy, a bit negative at times but he always accommodates the date and time I want my sessions – in fact, he’s always available… You see the thing is, Dave simply doesn’t have enough clients, his diary is full of white spaces, no appointments, blank pages, no sales prospecting, zero networking events and this situation was impacting his performance.

Don’t get me wrong, I had a great workout with Dave this week, but both before and after our session, his language and demeanour was simply not helping his situation. He was pushing me for a follow up booking and was offering a big price discount to secure it – he was desperate for a sale and boy did it show!

You see, the more Dave thought about ‘not having customers’, the more that thought consumed his mind and created what we call in Cognitive Performance, ‘a downward thinking spiral’ – Dave was suffering from a ‘low state of mind’. The more he thought about his problem, the more he became paralyzed to do the activity which would solve his dilemma and start adding names to his pages.

Dave is like most sales people I train – they fail to stick to a disciplined sales process which starts even before the regular sales prospecting to fill up their pipeline does. When was the last time you measured your time? Do you have a systematic referral process? Are you really clear on who your target customer is and do you understand how they buy?

During rounds on the punch-bag, I gave him some tips to boost his sales prospecting skills, but the big improvements were geared to supporting his mind-set and attitude;

Boost your sales prospecting skills – tip 1: Your Thoughts ultimately drive your sales behaviour

Everything stems from how you think and this is one thing you can have real control over. Adopting a constructive psychology about growing your business is key to success, think about how busy you want to be, the kind of customers you want to work with, the great feedback they will give you and the referrals that follow. Thinking like this creates imagery in your mind that you will literally ‘excite’ you into action.

Boost your sales prospecting skills – tip 2: Get clear on what you want – and what you don’t want.

Starting each day with real clarity on the things you want in your life will set you up for real purposeful activity and maximise your ROE (return on energy). Write down a list of the things you Don’t Want to happen to your business and get mildly disturbed by them, then turn the paper over and make another list with all the things you WANT for your business – I’m pretty sure you could achieve everything on that list if really you wanted it enough. Look at the Don’t Wants list once a month to keep yourself grounded – look at the WANTS list every day to keep you moving forward towards success.

Boost your sales prospecting skills – tip 3: “Hard work & dedication”. 

Love him or loathe him, you cannot dispute the mantra that Floyd Mayweather Jnr has made his own, but he’s not alone….Warren Buffet, Richard Branson & Sir Alan Sugar all advocate hard work as a primary reason for their success. Get Busy! Network, meet people, use social media more effectively, offer to speak at an industry event, write blogs, re-connect with ex-clients and your LinkedIn contacts, educate yourself, listen to audios to train and inspire you while you jog or drive. Things always happen when you’re busy with purpose and they almost always don’t happen when you’re not.

I’ve taken advantage of Dave’s discount offer and booked in for a few more sessions, I’ve got a feeling his prices might start going up as he gets busier!


About the author: Matt Sykes is founder of Sales Training company Salescadence. He works predominantly with Personality-led Business Owners to help them convert more of their leads into customers via transformational products which improve Sales Mindset, Sales Ability & Sales Process.

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