So often during coaching exercises I hear my clients say things like:
- “That prospect won’t buy because of …”
- “They will say no because of …”
- “They use my competitor, and they are always lower priced than us”
I like Abraham Lincoln’s quote here: “We can complain that rose bushes have thorns, or rejoice that thorn bushes have roses”
When I hear these statements, I usually feel that my clients aren’t winning these opportunities because they don’t expect to. We have all been through training or read books about goal setting, and visualizing the results. But my question for you today is, even if you’ve set your goals, do you truly expect to win?
Writing things down, visualizing them, and putting actions plans together in order to meet goals is half the battle. The other half of success is to believe in the goals, and know you can meet these expectations.
Please don’t take this as an end all to the process. Understanding the prospects objections is a very large part of the process. Your task is to turn each and every one of those objections into an opportunity to highlight your products or services. But please remember that you need to believe and expect that your customer will buy from you.
The power of positive thinking is very important. It is not an attempt to sugar coat things. You also have to be a realist and understand that you won’t win everything. Competitors are sometimes better positioned, or your products might not meet a specific requirement. But, when you have prospected properly, identifying truly winnable opportunities, you need to turn all the negative energy into positive thinking, and expect to win.
After all, why enter a race you know you’re going to lose?
As the great Ricky Bobby quoted in Talladega Nights, “If you ain’t first you’re last”
At the Kole Performance Group we can help you work on that negative nellie mindset! Let’s give you a Check up from the neck up, and get rid of that stinkin’ thinkin’