Visualize Overcoming Objections - See Is Believing
Monday, January 28, 2008
Professional athletes are good at what they do because they practice visualization. Visualization is the ability to create a mental model of a situation. When the quarterback comes out of a timeout, he's got the play in his head and is visualizing a completed pass to a wide receiver. In a down-turning market, contractors should consider using a form of visualization to help them land a potential job.Practice Makes Perfect
Visualization is a form of preparation. It's a mental simulation of what's to come. Every type of contractor must sell his or her services to potential clients - part of the sales process is overcoming objections. The trick to closing a sale is to be the authority while presenting an authoritative presence. The project owner must believe you're the right person for the job. The key is to have the ability to answer any and every question (or objection) imaginable.
So you need to imagine them all.
It's easy to dismiss a potential client's concerns by rattling off your answers "on the fly". But here's where it's important to put yourself on the other side of your introductory handshake and imagine what questions they'll ask. This visualizing you do will help you be prepared with the perfect answer every time. Having that perfect answer will calm fears they may have about which company to hire. Before any sales pitch, visualize yourself answering all possible objections.
Visualize yourself being calm, cool, and collected. Your knowledge and abilities will land you the project. And generate quality referrals, which you need to grow your business.
Seeing is believing.
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Labels: Sales Advice
