There are good days in sales and there are challenging days. It’s an everyday journey. The stress of living and selling yourself as a sales professional today requires us to have focus and stress reduction techniques that may be used throughout the day during every buying and selling encounter. We all must look at our business mindset and the sales process in a different way.
When you integrate mindfulness and sales you become more effective and profitable. Mindfulness is being present in the moment, without judgment. Use mindfulness to increase sales by:
- Reducing Stress and Anxiety
- Creating Focus
- Reducing Overwhelm
- Increasing Memory
- Improving Health & Happiness
Affirmation Demonstration: Mindful Sales Practice 5 of 7
An affirmation is a positive, present tense statement of what you want to have happen. It is easy to focus on what we do not want to have happen. Come on, admit it, you’ve found yourself standing around the water cooler, or in the lunchroom spouting off the negative of some client interaction. Your words have power. Let’s learn to share our joys and not our stresses.
It’s time to put your money where your mouth is. This is the time for your potential customer to actually try your product or service. This is the free sample at the food court. Will your product or service engage the senses of your potential customer in a positive way? Will it evoke a positive or negative emotion? If you over-promised during the presentation phase, you may find your customer is not buying what you are selling. If the “moon and stars align,” your client should know what they are getting. There should be few or no surprises.
Make sure you answer the question, “What’s in it for me,” which is always present in the client’s mind. Be fully present at the time of the presentation and demonstration, with a focus on accuracy. Continue to create the vision here. So many people want to jump ahead and attempt to close the business before providing a thoughtful and thorough presentation and demonstration. Resist the urge to skip this important step. Allow yourself and your prospect to honor the process of mutual learning and discovery which takes place.
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Eric Szymanski is a C-Suite Network Advisor and an award-winning co-author of Sell More, Stress Less: 52 Tips to Become a Mindful Sales Professional. He is an American hospitality industry professional with extensive sales & marketing leadership experience. Eric has demonstrated success in leading high-performing sales teams through planning, implementing and monitoring actionable sales and marketing plans at hotels and resorts of all sizes, including city-center, convention district, airport and attractions areas. He has a proven track record of success at all levels through the achievement of both individual and team goals for several 1st tier, globally recognized brands such as Disney, Marriott, Hilton & Starwood Hotels & Resorts.
Throughout his career, Eric has created authentic, world-class experiences while volunteering at all levels in several meetings industry associations. In 2018, Eric was recognized with the top individual sales award in the convention sales division at The Walt Disney Company. In 2002, he was recognized as Caterer of the Year by the Orlando, Florida Chapter of the National Association of Catering Executives. He is an avid runner, choral music performer & father of twin daughters who entered college in the fall of 2019.
