Studies in persuasion technology show that what you expect tends to be realized. I call this the Law of Expectation, which is also one of the tenants of sales.
As a sales professional, your expectations influence reality. I recently came across a movie called, "What the Bleep Do We Know?" It explains how our thoughts and intentions shape our reality. If you haven't seen the movie, I urge you to do so.
The movie explains that human behavior is directly related to how others expect us to perform. As an example, there was once a study in which first grade students were told that blue-eyed kids are smarter than brown-eyed kids. The blue-eyed children subsequently scored better on tests than their brown-eyed peers.
After several months they decided to bring the children together and tell them that what they'd told them before was wrong. This time, they said that all children are born with blue eyes and the more we learn the more our eyes turn brown, so brown-eyed children are smarter. Just as predicted, the blue-eyed children started to have trouble with their studies and the brown-eyed children improved.
So what might happen if you truly believe you're a great salesperson? What if you were to see, hear and experience every prospect as a great candidate? How do you do this? One way is to make a great first impression; it's the moment where the Law of Expectation has the greatest impact on your performance. You communicate your expectations by your word choices, voice inflection and body language. When you expect your prospects to buy, all your actions will lead them in the right direction.
Before each sales meeting, try asking yourself, "How do I expect this sales process to go?" If your other-than-conscious mind feeds back a negative response, mentally rehearse the end result you want in full color with sound and feeling. You may want to imagine the prospect signing an order form or handing you a check. Now picture yourself smiling and shaking hands with your new customer. Know that you've just done a great service. When you spend time rehearsing success, you'll be comfortable with it when it happens.
We tend to realize in our personal and professional life what we expect. Have you lowered your expectancy? If "yes" your in luck there is no time like the present to start expecting more out of yourself and others.
When you expect more out of yourself a new world opens up to you. The thrill of pushing yourself to be the very best you can be. Others around you will feel that positive pressure to perform at a higher level as well. Don't kid yourself if you are performing at a below par level your staff will seek that same level. Commite today to setting high expectations. If you aim for the moon and miss at least you will still be among the stars!
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Frequently Asked Questions
Serving my husband divorce papers
By: SJ | 30-09-2008
I am serving my husband with divorce papers. I wanted to know if he can be served at his place of employment or will he be served at his current residence?
If I purchase a new boat in North Carolin and I ...
By: Grant | 27-09-2008
If I purchase a new boat in North Carolin and I pay the North Carolina sales tax on boats at their rate of 3% and I then register the boat in Georgia for use in Georgia (I am a resident of Georgia), will I have to pay any Georgia sales tax?
Corporate Hierarchy Go Over the bosses Head?
By: coachpauline | 26-09-2008
I was hired at a financial services company 8 months ago. As a commission based sales person my compensation plan including a $25,000 salary was based on selling a product where my 1st yr earnings were projected to be between $100,000 &150,000 depending on my skill. The marketing that I was promised didn't materialize, the Sr. Vp who hired me left a new VP came in and the focus of my division changed to selling a product where the money to be made by a sales rep is alot less, so the new people who have come in have been hired at a higher salary and a higher commission. Everyone else from the old regime has been fired or left. I asked to be brought up to par with the new workers, especially since I am by far the top performer. I kept being put off, told that a newer, even better permanent compensation plan would be put in place as soon as a new Sr Vp arrivedand they dont want to change my comp plan twice. The New Exec Vp Is here-This newer, better comp plan was supposed to happen for the last 2 months-now I've been told it wont be until Jan. At an evaluation I was told I am an outstanding performer, I will be up for a promotion when a management position opens up in my division etc. Meanwhile my sales #'s are always #1 or #2(only ever beaten by my supervisor who has years of experience) while taking time out of my sales day to bring new people up to speed, who are on a better comp plan and at this comp plan I will be lucky to earn $50,000. My boss keeps putting me off until this newer comp plan goes into effect, but I cant afford to be producing results and not earning for another 3 months. SHOULD I GO OVER MY BOSSES HEAD AND EMAIL HIS BOSS W/ MY DILEMMAAND CC MY BOSS OR WRITE MY BOSS AND CC HIS BOSS?My bosses boss has the ultimate decision making power. I feel like I have some leverage right now that I may not have down the road. I am close to closing a huge deal for them that will be the largest in their portfolio. I have never worked in a corporate environment before-was a business owner so don't really know how this stuff works, but I am getting pretty fed up. Also I am going to be sharing my leads with all these new people and at this comp plan my sales will certainly drop. I will not go out and bring in more business from relationships that I have made over the years if I am not paid what I am worth and at that point I will have no leverage.
Hello. Can anyone advise me. I need help getting ...
By: FreeSpirit | 23-09-2008
Hello.
Can anyone advise me. I need help getting clients. I've advertised in magazines for years but it doesn't work.
I'm a Spiritual Counselor and Healer.
Any advice would be greatly appreciated.
Also, I desire to earn extra income part-time for supplementation.
Thank you.
What do you do when you feel like your a failure and your future seems hopeless????
By: Hope | 18-09-2008
So im 19 yrs old, and I feel as if so far im not getting anything accomplished in life! School is so stressing and it feels like im not gonna be done with school in forever!!!! Im so confused, At first i wanted to major in psychology, but now im thinking in majoring in either religion or business. Its scary not to know what you want to be in life or how your going to end up in the long run. Apart from all my other family and financial problems, why does life have to be so complicated!? =[
HELP me organize my house!
By: savvyone | 16-09-2008
I have been trying to organize my home for over 2 years! The children are on their own and we have so much good junk! It is hard for me to get rid of things and I feel overwhelmed! (No yard sales allowed in my community!)I know how to keep organized but I need help on getting there. I have tried even one drawer at a time! But, I have little motivation and can't get started! My husband is a neat freak and he is running out of patience, any ideas? I think I've tried everything, even a housekeeper! Help anyone? Thx!
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