Developing your power of awareness can help power your sales results.
Awareness can help you recognize your internal experiences, such as negative thoughts that could impede your success. For instance, if you hear the economy is in a slump, do you tell yourself a story that your sales will collapse as well? Once you realize you might be harboring a negative thought, you can release it—and replace it with a positive thought, such as “My sales remain strong in all economic conditions.”
Awareness can also help you clear your mind, so you can focus on your external experience—in a sales situation, that would be what your customers are communicating. As your customers talk, pay close attention to verbal and non-verbal cues to help you build rapport, identify needs, and recognize opportunities.
A great way to develop your power of awareness is through practicing meditation, even for short periods of time. Meditation is like taking time out from chopping the tree to sharpen the axe. Your mind is your main selling tool, so it’s vital to keep it sharp, whether through meditation or other techniques. You can find a variety of 3-minute meditations on: https://soundcloud.com/joyrains. Hope you enjoy!
Nine-to-five jobs are no longer the norm. Employees send and receive work-related texts and emails around the clock, as work life spills over into home life. The two aren’t as separate as they used to be.
Since employees spend more hours working, proactive employers give a high priority to employees’ well-being to help prevent job burnout. Companies who want to remain competitive and attract talent are putting practices in place that help create happy, healthy employees.
Take Google, for example. They offer many perks to keep employees happy and healthy: free gourmet cafeterias, nap pods, onsite doctors for free employee checkups—and since 2007, meditation programs. Google management realizes that meditation not only reduces employee stress, but it also improves the company’s bottom line.
This makes perfect sense when you consider the costs of stress in the workplace. The World Health Organization estimates that stress costs American businesses up to $300 billion a year in job turnover costs, healthcare expenditures, and absenteeism.
Companies are wise to take measures to reduce stress. One practice that’s simple to put into place is the ancient practice of meditation. The benefits of meditation can be profound: increased awareness and focus, reduced stress, and enhanced well-being.
Even the scientific journals are weighing in, publishing studies that show meditation in the workplace makes employees more resilient in the face of challenges—and decreases reactivity to stress and the risk of burnout.
If you search online for companies that provide employee meditation programs, you’ll find companies such as Google, Target, General Mills, Intel, and Etsy. These programs show a shift in corporate cultures to more employee-friendly models. For instance, Zappos CEO Tony Hsieh places a high value on employee happiness, a model that’s helped his company achieve great success.
Hsieh and other CEO’s realize that a happy, healthy employee is a productive employee. That’s why meditation in the workplace is catching on. Not only is the practice a proven path to happiness and well-being, it’s accessible to anyone, it can be done most anywhere, and best of all, it’s free!
One of the reasons people like to micro-manage everything is because they are worried about outcomes. And yes, I easily fall into this category, which is why I took up the practice of meditation almost 30 years ago!
One day at the local post office, I was worrying about the label on a package, as it didn’t look as if it was affixed properly. The best words of advice came from a mailman, who said, “The things you worry about generally don’t happen. It’s the things that come out of left field that cause you difficulty—things you never even dreamed of.”
Approaching life with this mailman’s wise words in mind, one can enter a state of “not knowing,” where you let go of predicting outcomes and instead, live in the present moment.
“Not knowing” is different than “not planning”
Entering the space of not knowing is different than not planning. One can plan for the future without getting lost in anxiety about imagined future outcomes and without trying to “control” the future. People can control their actions, but they cannot control the results.
The practice of “not knowing”
“Not knowing is most intimate” is an important concept in meditation practice. Intimacy in this sense means the direct awareness that brings you closer to both the immediacy of the present moment and to your true self. By not imagining outcomes based on fears, judgments, memories, and the like, you can remain open and present to what is.
Consider the following scenario: A woman takes a taxi to the airport in near-blizzard conditions. Snow falls steadily, and cars spin out of control, yet she remains in a space of “not knowing” and remains calm about what will happen next. Will the car spin out? Will they get into an accident? Will she miss her flight? As each anxious thought begins to arise, she reminds herself that she doesn’t know, and the thought loses its power.
She only knows for certain that snow is falling and accumulating, and drivers are struggling with poor road conditions. She finds it freeing to notice her stories without getting lost in them—and instead, live in the immediacy of the present moment.
She simply notices when she wants to make an assumption about the future, and then she reminds herself that she doesn’t know. If you could listen to her thoughts, you might hear: Will I get to the airport? I don’t know. Will the weather be ok to fly? I don’t know.
Being comfortable with not knowing can bring enormous freedom and with it, awareness of the moment as it really is.
Mindfulness can help you clear your mind—and increase your sales.
Have you ever been fully engaged with the present moment? Perhaps you’ve experienced present moment awareness when taking a morning jog, or playing fetch with your dog, or watching the ebb and flow of ocean waves. Bringing this quality of awareness to your sales efforts can help you understand your clients and their buying processes—and increase your sales.
Yet, developing present moment awareness can be challenging. People are often pulled away from the present with thoughts that cycle through their minds. Regrets about the past. Worries about the future. Planning. Reminiscing. Ruminating. It’s widely reported that the human mind thinks 50,000-70,000 thoughts per day!
I call this mental content “STUFF,” which is an acronym for Stories, Thoughts, Urges, Frustrations, and Feelings. People don’t always realize this STUFF is present. It works in the background of the mind like a silent partner, informing and influencing behavior. Although STUFF helps people navigate through life, it can also cloud their thinking.
How STUFF Can Sabotage Sales Success
Imagine a sales call where you’re distracted by thoughts. Maybe you’re worried about meeting your sales quota or landing the account. If your attention is momentarily pulled away, it might be at the moment your client says, “If your software could save us time, that would make a big difference to management.” You could miss this important buying signal if you weren’t fully focused on the present.
Or, imagine being on a call where you have negative preconceived notions, such as I’m probably wasting my time since they don’t have the budget, or I doubt I’ll close this sale. These thoughts won’t serve you. If you’re not conscious of them, they may become a self-fulfilling prophecy, since people will unconsciously match their behavior to their beliefs to create consistency between thought and action.
Even positive preconceived notions can cloud your thinking. For instance, if you’re certain of closing the sale, you could miss important steps in the selling process. Let’s say a client has asked you to stop by their office and it sounds like they’re ready to buy. If you think this sale is a sure thing, you might skip asking important qualifying questions—such as finding out who else is involved in the purchasing decision.
How Mindfulness Helps the Selling Process
Alternatively, imagine approaching the call with present moment awareness. This quality of awareness can help you notice distracting thoughts and refocus your attention. It can also help you notice any preconceived notions, so you can recognize stories you may be telling yourself that aren’t necessarily true. As the old saying goes, “Don’t believe everything you think.” Becoming aware of your STUFF can be a reminder to focus on the present, with a clear, open mind, ready to explore your client’s needs and concerns.
Present moment awareness will also help you notice cues to your client’s thinking. You may become more aware of your client’s body language, such as posture changes, that can signal likes or dislikes. You may become more aware of your client’s audio cues, such as shifts in voice inflection, that can help guide your responses. You may become more aware of subtle, underlying issues as you listen closely to your client’s words.
Simple Ways to Become More Mindful
Clearing the STUFF in your mind will help you develop present moment awareness—also called mindfulness. One effective way to practice being mindful is through the practice of meditation. Meditation is a mental training that is akin to taking your mind out of drive and resting it in neutral, if only for a moment. This training allows you to become aware of your STUFF, so you can respond to situations consciously, rather than react unconsciously.
In meditation, you continually interrupt your STUFF by focusing on a neutral object (called an anchor) that doesn’t stimulate your mind. Examples of commonly used anchors are: your breath; your body’s sensations; a word repeated silently, such as peace; sounds, such as ocean waves; or an object to hold, such as a smooth stone. Every time your mind wanders, gently refocus on your anchor.
Beginning meditators may be surprised at the amount of STUFF they notice. The intent of meditation isn’t to suppress thoughts and feelings. Consider anything that draws attention from your anchor to be like a cloud passing, or like a boat floating by as you watch from the riverbank. Allow it to pass without judgment, and gently refocus on your anchor. The repetitive action of refocusing builds your mind’s muscle and your power of awareness—and trains you to focus on the here and now.
Mindful Prepping for your Sales Meeting
Consider taking time to meditate before your sales call. For example, once your car is parked, sit comfortably and gently lower your eyelids. (Note: don’t attempt meditation while driving!) Start by sitting up straight, without being rigid. Try to release any physical tension, and keep your body relaxed but your mind alert.
Rest your attention on your breathing, without changing anything—just notice. You may notice the pace of your breathing, or the coolness of the air as you inhale and its warmth as you exhale, or the rising and falling of your chest. You could even silently say “rising, falling” with each breath to help you focus. Each time your attention wanders, often each second or two for beginners, gently refocus on your breath. Continue with this practice for a few minutes or more. You may want to set a timer, since it’s not uncommon for beginning meditators to fall asleep when their bodies and minds relax.
Now, imagine going into your client’s office. As you begin your meeting, become aware of the quality of your attention. Notice if you’re able to focus on your client, or if your thoughts are elsewhere. Any time you notice your thoughts wandering away from your client, gently bring them back. Consider your client to be your anchor. Keep your attention on your client’s words, actions, and body language.
A Clear Path to Sales Success
Bringing present moment awareness to your meeting can help you uncover needs, understand objections, and recognize buying signals. Having a clear, open mind will serve both you and your client, as it helps build understanding and can lead to long-term relationships. Instead of focusing on closing the sale, consider focusing on the present moment for a clear path to sales success.
When things don’t go the way you want, stress can arise. Much of the stress comes from ruminating about the past or creating imagined stories about the future.
To reduce stress, see if you can rest your mind in the immediacy of the present moment. Upon entering this moment, let go of past stories and imagined future stories—both of which give the illusion of a sense of control—and enter a space of not knowing. By not imagining outcomes based on fears and judgments, you can remain open and present to what is.
We simply don’t know what the future holds. Staying in the immediacy of the present moment can be challenging, but it can be realized with practice. Sometimes the practice is simply one of remembering to focus on just this next breath. And then the next one. And so on…
Here’s an out-of-the-box idea that can be used for team-building, creativity, problem-solving, walking meditation, and more: bring a portable labyrinth in to your next meeting. The ancient practice of labyrinth walking is perfect for modern times.
No special training is needed. If a person is able to walk, than they can walk a labyrinth. All one needs to do is start at the beginning and follow the circuitous path to the middle, and then take the same path out again. The twists and turns on the path can help balance left and right sides of the brain and allow for more creativity and well-being, among other great benefits.
Portable labyrinths are often made from heavy canvas and can range from 20 feet to 36 feet in diameter. Permanent labyrinths can be found in parks, medical centers and many more locations. More information on labyrinths and their uses can be found here.