”Man is a goal seeking animal. His life only has meaning if he is reaching out and striving for his goals.” — Aristotle
One of the single, most important skills that a salesperson can possess is to set goals that are so well defined, and so compelling, that they become embedded deep into the unconscious mind – consequently acting as a powerful force that drives motivation and behaviour. If your sales team lacks clarity about why they are doing the job that they do, their sense of purpose will come diluted and, as their sales manager, you are losing out on a massive piece of their potential.
The art to achieving whatever you want is to have a clear picture of your goal in your mind. You’ve probably heard this so many times before that the power of this one thing may have escaped you. According to Prentice Mulford (1834 – 1891), “Every thought of yours is a real thing – a force.” To put it another way, thoughts become things…
Yet, the mistake made my many sales people is that they don’t think about what they want – they think about what they don’t want. The human mind is unable to deal with negations such as “I don’t want to miss target” or “this prospect will always go for the cheapest price”. In these examples, your unconscious mind will create “miss target” and “prospects who only buy from the companies who offer the cheapest prices”. If you are asked NOT to think of a blue tree, then your mind has already started thinking of a blue tree!