Training Your Brain To Prepare For Business

By Rick Davis, Building Leaders, Inc.

Remember those tests you took in school to test your verbal reasoning skills? They were called Chimera analogies and went something like this: Moon is to night as sun is to _______. Of course the answer is “day.” Here is another: Preparing for the big game is to training your body as preparing for business is to training your __________.

Give up? The answer is brain. Preparation for today’s workplace requires you to train your brain for the grueling challenges of daily business interactions. You already know that skilled athletes must do much more than hone their abilities for the skills of the game. They must also engage in strength, conditioning and flexibility exercises. In these difficult economic times, it is more important than ever that sales people engage in exercises that prepare them for the daily challenges of business.

Recent studies of the past two decades have demonstrated that the brain is remarkably adaptable. The term “neuroplasticity” refers to the brain’s ability to change. This is a key factor for happiness as a person gets older and a pressing issue in today’s challenging world economic downturns and business strife. Here are some exercises you can do to train your brain for business.

1. Understand what causes anxiety. Negative events are not the things that make you feel anxious, but it is instead your reaction to these negative events. It’s not the economy; it’s your reaction to it. You can choose to remain calm in the face of a storm. Train your mind to see what you can do to adapt to circumstances in life rather than try to change the circumstances.

2. Keep positive words handy. Discover what thoughts and words calm you … and then read them regularly. For some people, it is contemplating the insignificance of a single person’s problems in a large universe. For many, it is faith in God. Some people find that poetry and philosophical words are the best. Unfortunately most people never stop to consider what positive thoughts will work for them. Discover what words truly work for you and surround yourself with reading that provides those words.

3. Focus on the long-term. The turbulent economic straits of today were not created overnight and no short-term solution will be forthcoming. You will only cause yourself personal anxiety if you follow the compelling urge to create instant sales solutions to long-term ills. Instead keep your mind focused on long-term goals and you will achieve better focus in the short-term.

4. Do the right things. Do the daily tasks that will translate into long-term successes without worrying about the short-term results. Keep working hard. Results will come.

5. Increase your intentions to help other people and release your expectations about what is in it for you. Share love with family, friends and clients unconditionally and it will return to you in spades. Focus on helping others and you will achieve all the success you ever wanted.

Once you’ve trained your brain, you must also learn how to successfully handle customers who pose opposition. It’s vital that you interpret their feelings and assess each unique situation before you respond.

Many salespeople assume that “handling objections” always means changing the customer’s mind while, in reality, there often is nothing you can do to change a prospect’s feelings. The implication being that if you overcome the objection and achieve a sale, you have succeeded; any other outcome is failure. In some situations, the wisest way to build a successful relationship may be to sustain your customer’s objection. Your short-term loss may become your long-term gain.

Here are some tips on how to handle objections with courage and empathy to foster a vision of long-term success.

Tip #1 – Listen carefully. It is essential that you understand the meaning behind the customer’s words or you may react foolishly to objections. Don’t interrupt. Ask prospects specifically what they mean by their comments to draw out deeper feelings and emotions. You often will discover that they resolve their own concerns without any effort on your part.

Tip #2 – Consider your options. There are numerous responses you can have to any given situation, including doing nothing. Whatever your choice, strive to recognize the emotional factors behind the customer’s objections. You cannot overcome emotional obstacles with logic. Emotion is an infinitely more powerful motivator than logic.

Tip #3 – Carefully observe your behavior and customer responses. This is where the art and mastery of conquering objections begins. Repetition is the mother of learning and consistency in your responses creates reliable outcomes with your customers. As you try new responses, you will discover which are the most effective for various situations. Your observational abilities will create the skills you need to consistently handle many challenging situations.

Tip #4 – Accept the outcome. A lost sale is not necessarily failure. Furthermore, a sale that is unprofitable is not a victory. Recognize that you will not win every battle and learn from your losses. While you may not win the battle, you will emerge victorious in the war.

Rick Davis is president of Building Leaders Inc., a Chicago-based sales consulting company, and provider of the DriveTime Diplomatm Series of Audio Sales Training. He has written the book “Strategic Sales in the Building Industry” and gives sales presentations throughout the U.S. For more information, call (773) 769-4409, e-mail rickdavis@buildingleaders.com or visit www.buildingleaders.com.

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