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Bill Farquharson

The Sales Challenge

By Bill Farquharson

About Bill

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."

 

How to Talk Yourself Into a Sale

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What would be the outcome if you spent your day saying the following over and over:

“I am the worst sales person in the world.”
“No one is going to take my call.”
“I am never going to get any appointments.”
“Why in the world would anyone buy from me?”

You don’t have to be a highly paid PI Blogger such as myself to figure out that this type of negative thinking is counter productive, self-destructive and creates a self-fulfilling prophesy. Everyone agrees that you can talk yourself out of a sale, a sales call and eventually a job simply by harboring such thoughts.

So, if that is true, can you talk yourself INTO a sale? I believe you can, and since it worked for me, I can attest to its effectiveness. But you are going to have to take a leap of faith and commit to a powerful act of thought. If you are not willing to do that, stop reading now. Only if you are willing to take a risk should you continue...

Good. Welcome! Here is what I want you to do:

Find a quiet spot and arm yourself with paper and pen or computer. Plan to spend some uninterrupted time on this exercise (an hour should do it).

What I want you to do is to write a letter to someone who lives far away. Write as if every sales goal you have ever had has been achieved. Describe how successful you have become. Give details about how your prospecting calls are yielding spectacular results and how your clients reward your stellar sales efforts with loyalty.

The more details you can give, the better this process will work for you. Share your astonishment, the ramifications and describe your happiness so that they can feel your emotions. When you are done, save the letter.

What will happen? The result of this effort will be, well...actually, I am not going to tell you and I am not going to make any promises. None were made for me when I did it and, if you continue reading below, you will see that it worked out pretty well.

Try it and see for yourself. If you do, post a Comment below or e-mail me (bill@aspirefor.com) and tell me the outcome.

Is this exercise hokey? Absolutely! Yet I guarantee that this powerful act of thought and faith will affect the course of your sales career, not to mention your life.

Do it! Do it now!

Follow up story...

Two years ago at about this time of year, I was in a really bad place personally. I will spare you the details, but it was one of the lowest points on my life. My best friend handed me a book called “Notes From the Universe.” In it, on page 100, was the suggestion for this exercise. I read it and put the book aside.

The next day, still feeling down, I remembered the suggestion and decided to try it. I sat for 90 minutes writing about how incredible my life was, how I had met the woman of my dreams, how my relationship with my girls was better than at any point in my life, and how I was wealthy and happy beyond anything I had ever imagined.

None of that was true at the moment. Not a word.

I remember completing the letter at 11:30 a.m. on a Saturday morning. The moment that I finished, a strange feeling came over me—I believed everything that I had written as if I was completely real. As a result, my entire outlook changed and there was a shift in energy that can only be described as seismic. It was as if someone had reached into my soul and removed every negative emotion and thought. Suddenly I was dwelling in what was possible and believing that not only could I succeed, but that I already had!

It was like I had been hypnotized. That is exactly what it felt like. For the rest of the day, I had a bounce in my step. That’s when the second strange thing happened—I became a magnet for success. From that moment on, everything changed.

Because I believed and because I had altered my outlook, it was now apparent to everyone I came into contact with that I had something special going on and they wanted to be a part of it.

That night at a party, the feeling was still there and though I went stag, I did not spend a minute alone. It was bizarre, truly bizarre. Through the simple act of changing my outlook and the negative assumptions I was making, I rewired my brain and changed the outcome of everything that I did.

This kind of Harry Potter wizardry is available to you at any time. Yes, it’s “out there.” Go ahead and mock it or ignore it if you like. As I said, if you aren’t willing to take a risk, don’t bother. As my favorite Chinese proverb goes, “When the student is ready, the teacher appears.” If, you are not ready. That’s fine.

For the rest of you, what do you have to lose?

Catch the Hot Markets webinar with Bill and fellow PI blogger Kelly Mallozzi every month.

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COMMENTS

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Most Recent Comments:
Bill Farquharson - Posted on November 19, 2010
I took a chance writing this Blog as not everyone shares such enlightened thinking. All I know is that there a LOT of people out there who are down (many in our industry alone) and that this exercise worked for me. This morning (Friday the 19th) I received an email from a printer in Arizona who tried it with great success. What a great way to start the day! Thanks for checking in on this point, guys. Bill
john polvino - Posted on November 15, 2010
Bill- Your candor here is very refreshing. Too often, frankly, I read these types of blogs and articles and think to myself--"Soes this person have a clue?" Theory- great self help books and the rest will NEVER substitute for the inner drive to change and become "better." Dogged determination to not fail is the simple tenet of my life.
Andre Palko - Posted on November 12, 2010
Good article on the subtle mental shift needed for real success! 10 years ago I worked nights in a print shop and days selling products trying to get a business off the ground. I'd write out complete, imaginary and successful calls, visualizing them from beginning to end, to prep for the real ones. I pictured being featured in Inc. Magazine, so I jotted down the numbers I'd need to make the Inc 5000. Two years ago, our company made the list. No room here for all the stories I have. "What we focus on expands," says one of my mentors, Lee Milteer. If we fill ourselves with negativity, there's no room for all the good that's coming our way. If we don't have a mental picture of where we want to go, how are supposed to get there? You're right...there's nothing to lose and everything to gain in doing this simple exercise!
RJ Petersen - Posted on November 12, 2010
Thank you! Positive thinking is truly the number one driving force behind every successful sales rep. It's easy to let negative thinking creep into our minds, and turning those thoughts around sometimes seems impossible. But once you take the first step those barriers come crashing down and the way is paved with motivation that seems to magically replace stagnation. When I recognize I'm thinking negatively, I remember a quote by Robert Louis Stevenson: "Don't judge each day by the harvest you reap, but by the seeds you plant." Getting out and planting good seeds really lifts me out of a funk!
Click here to view archived comments...
Archived Comments:
Bill Farquharson - Posted on November 19, 2010
I took a chance writing this Blog as not everyone shares such enlightened thinking. All I know is that there a LOT of people out there who are down (many in our industry alone) and that this exercise worked for me. This morning (Friday the 19th) I received an email from a printer in Arizona who tried it with great success. What a great way to start the day! Thanks for checking in on this point, guys. Bill
john polvino - Posted on November 15, 2010
Bill- Your candor here is very refreshing. Too often, frankly, I read these types of blogs and articles and think to myself--"Soes this person have a clue?" Theory- great self help books and the rest will NEVER substitute for the inner drive to change and become "better." Dogged determination to not fail is the simple tenet of my life.
Andre Palko - Posted on November 12, 2010
Good article on the subtle mental shift needed for real success! 10 years ago I worked nights in a print shop and days selling products trying to get a business off the ground. I'd write out complete, imaginary and successful calls, visualizing them from beginning to end, to prep for the real ones. I pictured being featured in Inc. Magazine, so I jotted down the numbers I'd need to make the Inc 5000. Two years ago, our company made the list. No room here for all the stories I have. "What we focus on expands," says one of my mentors, Lee Milteer. If we fill ourselves with negativity, there's no room for all the good that's coming our way. If we don't have a mental picture of where we want to go, how are supposed to get there? You're right...there's nothing to lose and everything to gain in doing this simple exercise!
RJ Petersen - Posted on November 12, 2010
Thank you! Positive thinking is truly the number one driving force behind every successful sales rep. It's easy to let negative thinking creep into our minds, and turning those thoughts around sometimes seems impossible. But once you take the first step those barriers come crashing down and the way is paved with motivation that seems to magically replace stagnation. When I recognize I'm thinking negatively, I remember a quote by Robert Louis Stevenson: "Don't judge each day by the harvest you reap, but by the seeds you plant." Getting out and planting good seeds really lifts me out of a funk!