I’ve known for a long time that my Intention
played a large part in my ability to influence.
Remember in your early days of selling when your
sales manager said to you ” Act confident ” or “Go
into that call assuming you are going to get that sale”.
What was that all about?
Well, your sales manager (or mentor) was looking to
focus your Intention.
Remember the old saying ” the world steps aside for
a man who knows where he’s going ” ?
The fact is, whether you consciously use intention or
not it is constantly broadcasting to everyone you
interact with. Underlying your verbal messages, your
intention causes its “real” message to come shining
through.
Not only can people read your Intention but having an
Intention also affects you, because ” Energy flows where
Attention goes As determined by Intention”
I’m sure you can all think of an example of your Intention
influencing your Attention. The classic example is when
your Intention is to buy a new car. If you are considering
a new model or a non-mainstream car suddenly you see
them everywhere. Were they there before? Of course
they were. You didn’t see them because you were not Intending to buy one. So, how can you spot opportunities
in a sales call unless your Intention focus your Attention?
So how do you harness intention?
First and foremost, intention is activated by having a
specific outcome.
Before you influence anyone you must first know
what your objective is.
So let’s talk about outcomes for a few minutes.
The first step to consider when creating an outcome is,
do you really want this outcome? Is it relevant to your
overall concept of who you are and where you’re going in
life? Will having this outcome really advance you forward
in a relevant way? Since you’ll be investing yourself in
this outcome you need to make sure it’s worth what it
will take to achieve it.
While the above may sound simplistic, I find all too
often that people overlook it. Unless I’m careful, I find
myself falling into that trap as well. It’s too easy to
be diverted by things that take time and energy but don’t
really move you closer to where you want to be.
Next, an outcome should be about what you want, not what
you don’t want. For example, you might have an outcome
like this: “I want my meeting with Mr. Radcliffe at 2 PM
today to conclude with him agreeing to sell me his
property for nothing down on a lease option. And I want
him to feel good about this decision and be excited to do
additional business with me in the future.”
Contrast that above outcome with this one: “I want my
meeting with Mr. Radcliffe at 2 PM today to work out for
us both. I want to be able to explain all the pros and
cons of buying his property on a lease option. I don’t
want him to be concerned about doing a ‘no money down’
deal. I hope I can overcome any objections he might
have. And if this doesn’t work then… well… I don’t
know what. I guess I’ll just keep looking.”
Do you see how that last outcome statement kind of goes
all over the place? Read the two outcome statements again
and just experience how you feel when you read each one.
The first one is much stronger, isn’t it.
An outcome should be simple and clear. You should be able
to represent the outcome you want with a simple picture or
symbol in your mind.
And you can benefit from creating your outcome in writing
— especially as you get started on working with outcomes
in this fashion.
An outcome should be stated in present tense. Not for
example like: “I’d like to have…”
There are several other ” Keys to an Achievable Outcome ”
which I’d be happy to coach you on. If you are interested
contact me via the website listed at the end of this article.
Like I said earlier, you start your intention working
for you by having a well-designed outcome. But that’s
only the beginning.
The best designed outcome in the world can still fail
miserably if it’s not backed with your intention to make
it happen.
So how do you do that, I hear you asking.
You do that by believing and investing your emotion in
the outcome. By fervently wanting and expecting it to
happen.
If your outcomes are aligned with your purpose, you’ll
find that they are also backed with integrity and inner
power.
And when your outcomes are formulated in this fashion,
you’ll find that they are infused with integrity and
they can’t help but come true.
Bring the power of intention to bear strongly in your life. Develop the ability to set outcomes that work.
Stay focused on what will make the biggest difference
and really count for something. Most importantly, take
action by starting right now to implement what you’ve
learned (or been reminded of) in this article.
Why not start right now by writing three outcomes so
that you can experience what you’ve just read about
firsthand.
Remember, “What you focus on you get !”
Here’s to YourSalesSuccess.
Greg is a salesman. He’s been selling for 23 years and has negotiated supply contracts in the USA, UK, Canada, Germany, Netherlands, Singapore and Japan.
He has sold as much as $7million in a year. His worst result over 23 years was 94% of budgeted sales at 99% of budgeted profit. He’s now semi-retired at 46.
He has a desire to help other salespeople live a good life, free themselves of money worries and retire early.
OK. Greg can sell but teaching and coaching is another matter.
He has been trained in one-on-one coaching skills acquiring a “Professional Development Certificate in Coaching Practice” from the Psychology Department of the University of Sydney. He is a Master Practitioner of Neuro Linguistic Programming ( NLP ). Naturally, he has attended many sales training courses at home and overseas and is an avid reader of sales books.
Over the years Greg has become more interested in helping people that helping companies.
More info, click here, http://www.sellingandpersuasiontechniques.com.
