Practicing meditation has been the single most effective "sales hack" I've ever used. It has changed how I structure my day, how I think about progressing sales opportunities and how I coach sales reps to be better. Even if you can spare just 2 minutes per day, I hope to inspire you to give meditation a shot as a way of being a better sales person. Here are 5 reasons why I believe it's the ultimate sales hack.
1. Increase Sales Productivity with Greater Focus
We are bombarded by notifications - Slack, WhatsApp, Twitter, Texts, you name it. There is always something fighting for our attention and keeping us from doing the real work we need to get done every moment of every day. Instead of relying on apps to drive sales productivity, meditation helps us take control of our minds by enabling us to focus on just one thing. When we're prospecting, we focus solely on doing the best job on researching prospects and sending out e-mail. When we've blocked an hour to make follow up calls, we remain focused solely on pounding out calls and talking to prospects. Use meditation as a lever to focus.
2. Execute Better Deal Strategy by Slowing Down
Sometimes it's easy to get caught up in the velocity of a deal and make assumptions about your prospect's motivations; I've done it before myself. I assumed my prospect knew what her problem was, so I went into pitch mode prematurely. I assumed my prospect cared about price, so I started offering up discounts to close a deal prematurely. Ultimately, I forgot to slow down and ask the real questions. This is where meditation helps. It enables us to slow down, avoid making assumptions and ask more insightful questions in order to execute better.
3. Improve Sales Skills with Greater Self-Awareness
Looking in the mirror and being able to identify your weaknesses is powerful. This is what athletes do by reviewing game tapes again and again, and sales is exactly the same. It's a competitive sport and the players that commit to improving and being the best win. Meditation at its core is about looking inwards and taking the time to reflect on our inner self. Through this process of reflection, sales reps can increase their self-awareness, identify their areas of improvement and then seek out the required coaching and mentorship. Self-awareness is the first step towards being better, towards improving one's sales skills, and towards winning.
4. Close More Revenue with Greater Client Empathy
Having empathy for your clients enables you to put yourself in their shoes and understand their world better. This isn't just restricted to business challenges and "pain points". It can extend well into their personal drivers, as well as internal politics that could be impacting them on a day to day basis. Through meditation, we learn how to develop a sense of empathy for those around us and develop a mindset of actually wanting to help. When channelled effectively, this empathetic mindset can be applied to our prospects and customers alike. Go beyond learning just their surface level issues. Empathize with them, understand what it will take to help them achieve both their organizational and personal goals. Once you've done that, you won't even need to close your client; they'll end up buying happily from you.
5. Reduce Stress Levels & Stay Motivated to Sell
Sales can be a roller coaster of a profession; the high's are euphoric and the lows can be stressful. While there's nothing more demotivating than knowing you're behind on your quota with a dry pipeline, getting stressed out and having a panic attack isn't going to help. Through meditation, we learn how to stay in the moment, realizing that making a change requires taking the first step. We learn to apply a "reset button" on our minds, giving us the energy to recharge, refocus, and re-engage with our prospects. Instead of just going through the motions of selling, we remain motivated to sell while ensuring we bring our A-Game to every call.
Thanks for reading. If you found this post useful or want to learn more on how to meditate, I'd love to hear from you. You can leave me a comment below or email me at firstname.lastname@example.org. Thanks.
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