When I would teach a sales class my own sales production would always increase. Always. Why would that be? I realize that there is a sales step that I have never heard a sales trainer focus on or point out its value. That step is Concentration.
We used to teach a five step sales approach; Attention, Questions, Presentation, Motivation, and Agreement. But a step or an idea that may be more valuable that all of these is Concentration.
I used to say that when I was in the "grove" that I could not get from my office to my car in the parking lot without someone approaching me to assist them with my sales product. Why ? Because I was in the "grove" and I was continually Concentrating.
Concentration: The ability to give your attention or thought to a single object or activity. The action or power of focusing one's attention or mental effort. I concentrated on teaching a valuable sales class for the students and I had to continually focus on what I wanted to achieve. At the same time I worked in sales and marketing for mortgages, real estate, and magic. I was concentrating on my business.
To teach sales the teacher needs to teach for outcomes; for success and never focus on failure for one minute. So my mind was focused on success -concentrating on success. Concentration is misunderstood. It is not effort. When concentrating a person should be so interested in what he or she wants to achieve that nothing else matters. The person who is concentrating will not be bothered by distractions, set backs, or give in to unwanted habits.
I always imagined that when I was in the "grove" or the zone that I really did become like a magnet and my 6th sense or intuitive nature would become heightened and those who wanted my professional services were naturally drawn to me.
As a sales tool learn to concentrate. Concentrate on what you want. Be gentle with yourself but at the same time be firm and keep on the path. Do not turn to the left or the right. Concentrate on what you want; Happiness, Sales Success, Relaxation, and Contentment.
Concentration is an important Sales skill and and important skill for your success.
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