One of the most striking and lightning quick transformations you will see in a salesperson and the sale process is from an increase in a salesman’s Positive Expectation. I have been amazed and sometimes dumbfounded in my 25 years of sales experience how much a difference this makes and how quickly it happens. I’ve seen incredible results first-hand in myself and others I’ve coached.
Let me define Positive Expectation first. On a simple first pass it means just what you think if you look at each word separately. Someone will think positively and earnestly about what they are about to do. They aren’t approaching it neutrally or negatively, or even without planning. They will rest solidly on a positive outlook without wavering. They envision good results, a great environment, willing ears of the client to hear the presentation, and successful outcomes. In many ways this is like an athlete envisioning a successful performance that they have prepared for. One’s expectation will be their vision, their mission of an outcome as if foreseeing a future that they need to simply walk through and achieve. If they have a Positive Expectation for the sales call they will confidently approach the visit knowing that a successful result awaits them; they just need to do the right work to achieve it.
Just because we can define Positive Expectation easily and understand what it means does not make it easy to do in practice. On the contrary, otherwise Read more
Reaching Beyond 