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Peak Performance Selling

“I shall never surrender or retreat.”  – William Travis Commander of the Alamo

“Sometimes it is not good enough to do your best; you have to do what’s required.” – Sir Winston Churchill

A) The Success Index

B) Getting Into Our Peak Performance State

C) The Importance Of State Of Mind

D) Peak Health

E) The Highs And Lows

F) The Success Cycle

G) How You Can Create Unstoppable Self-Confidence

H) The Keys To Your Performance Level

I) Turning The Keys

A) The Success Index

Do the following attitudes and beliefs apply to you?

Yes/No

1. My confidence is unshakeable.

2. I am committed to constant and never-ending improvement.

3. I am resourceful and have the ability to do whatever it takes to succeed.

4. I see problems as challenges and react to them positively.

5. I have tremendous confidence in my talents and abilities.

6. I control my results.

7. I am committed to excellence.

8. Whatever my results are, I can improve them.

9. I am a ‘do it now’ person and manage my time well.

10. I am eager to get into action as I wake up each day.

11. I know exactly what I want to achieve.

12. I learn by my mistakes. I look at failure as feedback for improvement.

13. I control my emotional state not external events.

14. I eat and drink healthily.

15. I exercise regularly and sleep well.

16. I nearly always have an abundance of energy.

17. I believe that whatever results somebody else can get I can achieve to.

18. I love cold calling and look forward to telling new people about my business.

19. I set daily outcomes.

20. I respect my competitors and learn from them.

21. When I meet someone, I make my impression of them by how they come across (dress, body language, voice tone), rather than the specific things they say.

22. I expect to win the business when I visit a client.

23. I am constantly asking myself, ‘what can I do to be a little better?’

24. I know how to use my physiology to control my state.

25. I vary my approach to each client.

26. If what I am doing is not getting the desired result, I experiment and try alternatives.

27. I know that my confidence and passion in my business is so strong it is contagious and itself convinces clients to use us.

28. I am not held back by a fear of rejection.

29. Any resource a competitor has is nothing compared to my creativity, ability, enthusiasm and skill.

30. I can think of thirty benefits of a customer choosing my business.

31. I am confident speaker and presenter when the need arises.

32. If I make ten unsuccessful cold calls in a row it will not affect my confidence for call eleven.

33. I rarely start sentences with ‘I can’t….’

34. I know how to use questions to direct my own mental focus.

35. I am an outstanding sales person for my business.

36. Belief in success is essential, techniques only help.

37. I can maintain enthusiasm and drive after a setback.

38. I am a really good listener and miss little.

39. I am confident that I can develop rapport with anybody.

40. If a potential client said that our competitors were offering a lower price, it wouldn’t make me drop mine.

41. If I don’t get it right at first, I will keep trying.

42. We offer a much better overall deal than our competitors.

43. There is no such thing as a difficult customer.

44. Whatever obstacle I come up against there is always a way through, I just have to find it.

45. I visualise a successful outcome before every sales call/visit.

46. I have a clear written business and sales plan and refer to it regularly.

47. I think of our competitors as coaches.

48. Whatever happens there is always good news in it somewhere.

49. Our main competitors will never be as good as we are.

50. I can tell what sort of a mood someone is in just by the way they answer the telephone.

Calculate your percentage of ‘yes’ responses. This represents your efficiency in using your current abilities. It also highlights the areas that need attention. A score of 70% means that your performance can be improved by 30% by improving confidence and beliefs alone!

If you got a 100% ask a friend to complete it again for you!

Now highlight each ‘no’ answer and write it on a separate piece of paper. Write in the following question: ‘What can I do to change this to yes?’

B) Getting Into Our Peak Performance State.

What sort of month have you had?

Smiling Frowning
Head up Head down
Shoulders up Shoulders rounded
Firm stride Slow walk
Talks Fast Drawls
Positive words Negative words
Excited Depressed
Enthusiasm Boredom
Looking up Looking down

Our first communication is to ourselves!

C) The Importance Of State Of Mind

Richard had set himself up as a freelance Executive Recruitment Consultant and was on his way to a presentation with a potentially major account. His secretary called him on his mobile telephone.

‘Hi Richard, Mary here. Great news, the company you visited yesterday are moving their entire account to us. That will make them our largest customer. Well done, incredible, we’ll open some champagne on your return.’

How well do you think Richard will do at his imminent presentation?

Ten minutes later, while parking, Richard’s telephone rings again. ‘Richard, bad news, I’m afraid. Their FD has just rung and said that as we are relatively small, we are vulnerable and they cannot risk placing their entire account with us. They apologise for telling us otherwise. Could you call in on them before returning and see if you can do anything?’

Now how well do you think Richard will do at his imminent presentation?

Same person, same experience, same knowledge, same abilities, etc, but his performance level can be changed in an instant. Lack of control of ‘emotional state’ loses more sales than lack of technique, experience or ability. Let us assume that Richard is passionate about his services and knows how to make a good presentation. He controls his ‘peak performance state’ as follows.

Before every customer visit he visualises his best ever presentation, he sees, hears and feels it vividly as though it was happening now. This concentration clears out all other thoughts and gets him into a dynamic state for the presentation. All his resources are focused on the job in hand. He then walks in and gets the business.

Successful people then, are those that are able to gain consistent access to their most resourceful states. When we create the appropriate ‘state of mind’, we create the greatest possible chance for using all our faculties effectively.

Your behaviour is created by your state, which in turn is determined by your body language, which again can be changed in minutes. You can completely control your ‘state of mind’ and thus performance level by ensuring your whole physiology (body language) is vibrant, dynamic, motivated and positive. You can control your physiology by being healthy, which will create vitality, energy and enthusiasm. Health in turn is created by a balanced combination of exercise and a nutritious diet. It is a circle that can be used to support you. Be careful though, if the circle is overheated stress can sneak in, which can equally work around the circle destroying all the good work.

So at what point do you start on the ‘circle of success’? Imagine you have to go for an interview or presentation today; how do you feel about it? The first thoughts and images that go through your mind as you imagine this should indicate your current state of mind, and from this you can determine your own start point on the circle.

Experience and reading of biographies has shown me that nearly all highly successful entrepreneurs have vivid imaginations. They see it, feel it, hear it, and thoroughly experience it in their mind before they go ahead. They begin with an exact knowledge of what they intend to achieve before they actually do it. When they get into the real situation it does not scare them, because there is no unknown. They are confident, and through that confidence and mental preparation they are able to influence the way events turn out, and steer the events along their own preconceived routes. There’s something rather amazing about what happens when you get a clear internal representation of what you want. It programmes your mind and body to achieve that goal.

You need to visualise a success in order to programme yourself to achieve it. Conversely, if you visualise failure you programme yourself to achieve it. Think now about going to visit the hardest, most unpleasant person in the world in the next five minutes to sell him something. What images immediately pop into your mind? If they are images of failure change them to images of success. Run through some images in your mind of everything going well. Notice how you have already changed the way that you think about the meeting.

If you take a moment to notice people walking down a street, their body language will give away what state of mind, or mood they are in. The speed alone is usually an accurate indicator, depressed people walk slowly, excited and enthusiastic people walk fast. If you can do this, so can people you visit. A suggestion, park away from clients when visiting and have a ten-minute brisk walk to their office. Remain standing in reception. Constantly check the relationship between your state, internal thoughts, physiology and results.

D) Peak Health

The mind and body are two parts of the same system. They work in unison and have a direct effect on each other. Neither of them can operate independently. The mind works at its best when the body is in a healthy, positive state. Wise entrepreneurs keep very fit! They exercise regularly, eat nutritious foods and avoid late nights. I attend my local Karate club regularly, I even interviewed the owner for my previous book. Interestingly I found that a large number of the adults attending regularly were also successful entrepreneurs of some description. Karate gives them discipline, focus, and energy, as would many other sports. That makes them strong and resourceful and helps them to feel good and positive about themselves. When we feel resourceful in this way we will attempt things that we would not normally attempt, and succeed at them.

Keeping healthy habits is an excellent start and an essential foundation for a successful state of mind. With this foundation in place, we can move on more effectively to the exercise of visualising successful outcomes (see previous section). Visualising confidence, success and peak performance will be made far easier the fitter, stronger and healthier you feel. This is what Olympic athletes do before the race. They run a movie in their minds of themselves winning their event – imagining victory, or perhaps recalling a recent event in which they excelled. They combine fitness and visualisation techniques to work towards a positive outcome.

Throughout the working day things happen and we react to them, changing our mental ‘state’ as we do so. The trick is to provide your own stimuli (run a movie in your mind of your greatest achievement) and thus control your emotional ‘state’. I have noticed time and time again in small business that the real winners are the ones who can think positive and bounce back, even after a succession of rejections or setbacks, often even more determined than before. You now know how they do it and you can too. Most people, on the other hand, slow down and question their ability and skill, which in turn erodes their confidence. Hence the vicious ‘circle’. They then lose the next deal.

As the body and mind are totally related, anything less than peak fitness can only damage your results.

Progress Now:

Answer the following questions:

What can I change to eat more healthily?

What can I change to drink more healthily?

What can I change to get more from exercise?

What will be the effect of the above changes on my performance?

What you eat, drink and think determines your results.

E) The Highs And Lows

Progress Now:

What was your worst selling experience ever?

What was your most successful selling experience?

What is the difference in how you ‘code’ these memories?

1) How did you think when you succeeded?

What did you see?

What did you feel?

What did you hear?

2) How did you think when you failed?

What did you see?

What did you feel?

What did you hear?

3) What is the key difference between success and failure?

What did you see differently between 1 and 2?

What did you feel differently between 1 and 2?

What did you hear differently between 1 and 2?

4) What happens when you think about your failures in the same way that you think about your successes? How does it affect the feelings? What learning does this offer you?

Most people find that they code ‘success’ and ‘failure’ in a completely different way. If you think in ‘success’ mode, this will help you to establish the expectation of success in your mind; your brain will then automatically adjust your behaviours to keep you on target to your new expectation. The answers to the above questions will provide your success keys when you think about a sales presentation coming up; force yourself to see, hear and feel it according to your personal success keys. This will ensure that you are in your most resourceful state.

F) The Success Cycle

Progress Now:

Describe in detail your four greatest successes over the last year:

(a) Describe what happened.

(b) How you excelled.

(c) What it felt like.

(d) The positive things you told yourself and heard from others.

(e) How things looked to you at this time.

Read through these success records daily to uplift your confidence.

When our confidence goes up, it inspires us to take action. The more action we take, the greater our results. Greater results create greater beliefs in our abilities, skills, potential etc. The more empowering our beliefs, the greater our confidence becomes. This cycle can be triggered off from any start point.

The Success Cycle

The converse is also true. After a bad result, a rejection or setback, our beliefs as to our abilities tend to be challenged. We ask ourselves negative questions like, ‘Why does it always happen to me? Why can’t I get it right? These questions get answers which erode our supporting beliefs, replacing them with holding-back beliefs. For example: ‘However hard I try I can never break the £10,000 of sales a month barrier; it just isn’t possible for me.’ Down goes the confidence. Due to low confidence we feel less inclined and motivated to take action, and so it goes on if we let it. Eventually something happens to reverse the process.

The average person is constantly having ‘good runs’ and ‘bad runs’. The winner who makes the breakthroughs has learnt how to maintain his personal success cycle. As soon as he senses something slowing down he notices corrects it and maintains his peak performance state. The first thing then is to notice the point of change from a good towards a bad run. The second thing is to increase any of the four critical parts of the success cycle. Some top performers just ‘get their head down’ and take non-stop action. Some use visualisation or a physiological change to get their confidence up. Going for a brisk walk or a tough work-out in a gym can be enough. Some read through their success and reaffirm their supporting beliefs. Most, however, wait for a lucky result to pick them up. This is the worst one to pick because results depend upon action being taken first, and while they are waiting confidence and belief diminish.

Progress Now:

Referring to your four great successes, at what point did your Success Cycle start?

1.

2.

3.

4.

G) How You Can Create Unstoppable Self-Confidence

Many things can bring down your self-confidence if you let them when you are in business for yourself. Friends and family can actually be the greatest demotivators whilst trying to be helpful. What about the security, the risk, the mortgage they say. Are you sure there is a market for your ideas. These can ball be good points, but they can be said in a way that because they are close to you erodes your self-confidence. You will be amazed how many of them will regularly offer expert opinion and advice without the backing of a day of experience. If you want advice on anything my advice is to ask those that have been there and done it. If you have to take criticism personally let it spur you into action.

A confident state leads to target-busting results.

‘Great State’ = ‘Great Results’

So how can we develop an unstoppable confidence?

Answer 1: Change your physiology radically.

• Go for a run or brisk walk.

• Take a break.

• Do some exercise.

• Stand tall, breathe deeply, smile and look up.

• Tell a joke and enjoy a good laugh.

Answer 2: Control your mental focus.

• Expect the best to happen.

What are you picturing, hearing, and feeling in your mind? How do you do that differently for a resourceful or a depressed state? What are the ‘keys’ that will make your state instantly resourceful? Direct your mind to success with the right questions.

‘How can I turn this to advantage?’

‘What’s the best way to achieve my objective?’

‘What opportunities are there here?’

The questions we ask ourselves have a direct influence on our state of mind. The answers are our evaluations. If we ask, ‘Why does it always go wrong for me?’ we will find an answer: ‘Because I am no good, I just can’t do it.’ This evaluation will depress us. Our state of mind is a result of the questions we ask.

My favourite way of getting into a resourceful state is a brisk walk around the local area while concentrating on questions that direct me to what I wish to achieve.

Progress Now:

When you are in your failure state what are the questions you ask yourself?

When you are in your success state what are the questions you ask yourself (and what are the answers)?

Ask other people why they are brilliant at something. Notice how this clearly uplifts their state of mind. All I am asking you to do is ask yourself the same questions regularly.

H) The Keys To Your Performance Level

I would now like you to do the following exercise, which will establish how you personally prepare yourself for success and failure. This exercise is best done in two’s in a quiet place where you will not be disturbed and which supports concentration. Take turns asking each other the following questions. First you must elicit the desired state and not just interrogate them on it.

1. Tell them to think of a time (closing their eyes if helps) when they were incredibly successful. Tell them to imagine they are there now, enjoying that incredible success…. Continue talking them into this ‘success state’ until their facial expression indicates to you that they are there and not just saying it. Saying I have got a ‘successful state’ with a depressed look on the face is not convincing.

2. Now ask them to describe their internal experience in their own words. Ask them to describe what they see, hear and feel. Record this information on the form set out below.

3. Repeat steps 1 and 2 for their ‘failure state’.

4. Ascertain what the critical differences are between the two experiences. Do this by your own judgement and reference to your notes and confirm by asking them.

5. Now take the ‘failure’ and get them to think about it in the same way as they do for a success. For example, let us say for a success they visualise colourful panoramic pictures, with loud voices of people telling them pleasant things. For a failure they visualise tiny black and white pictures with people murmuring behind their back about how incompetent they are. In this case, you say: ‘Right, with the failure in mind imagine you have a TV remote controller. I want you now to turn the colour up until the picture is quite attractive. Now I would like you to enlarge the picture until it is all around you. Then change those voices to pleasant things and turn up the volume.’

6. Now ask them how they react to the ‘failure’ – how does it seem to them now? When you can clearly see that their physiology (body language) is the same as it was for their ‘successful state’ you have got their success key. This key is immensely valuable. They now know how to access their peak performance state at will, whatever the setback.

Enter for each experience Success Failure

PICTURES
Through own eyes
Location
Distance
Brightness
Colour
Size
Clarity
Movement
Speed
Depth
Duration
Frame/Panorama

SOUNDS
Inside/Outside
Location
Distance
Clarity
Speed
Continuous
Volume
Tone
Words/Sounds
Whose Voice
Mono/Stereo
Duration

FEELINGS
Location
Extent
Shape
Pressure
Temperature
Movement
Duration
Frequency
Intensity
Texture

I) Turning The Keys

Now we know our keys, how can we use them to open the door to success?

1. Correct ‘Low’ States Immediately.

When you notice that you are ‘low’ correct it.

Start thinking about the ‘problem’ with your success keys.

See success, hear success and feel success.

Adopt your physiology for success, stance, posture, breathing, facial expression, movement.

Ask results-orientated questions.

2. Prepare For Action.

How do we sales people feel before a cold-calling session or perhaps a client visit? We sometimes have a problem with cold calling, not because of lack of technique but how we ‘set ourselves up’ before calling. We picture aggressive prospects with loud voices telling us not to bother them. This belief in failure is transmitted through voice tone. Then, guess what? We fail. Then guess what? We tell ourselves: ‘See I knew it was going to be difficult (Recognise the cycle?).

3. Take Action

If you would like to know how specifically Success Moves can increase sales in your business call 0203-6759099 or email sales@successmoves.co.uk now.