Download Sell the Feeling e-book - The Referral Code

Step One: Preparebreathe like you were breathing, and feel the feelings of being totallymotivated.”Once again, Neil did what Sam said. In just a few moments, hefelt motivated. Sam asked how he felt and Neil replied, “I’m stillconfident, and now I feel motivated too.”Sam said, “The feelings you want already exist inside you. You’vehad them before; you can use Instant Recall to bring them up anytimeyou need them. As easily as you can recall thoughts, you canrecall feelings and bring them into the present. So how would youwant to feel, going into a sales meeting?”Neil answered, “Confident, relaxed, and motivated.”Sam said, “So before your meeting, find a quiet space. For each ofthese feelings—confident, relaxed, and motivated—remember a specifictime you felt that way. Close your eyes, bring up the picture, stepinto it, and remember what you saw, heard, and felt. Breathe like youwere breathing. With a little practice, you could probably do all threefeelings in a minute or two. Instant Recall is easy and powerful.”“Alright, I’ll do it, Sam.”Sam said, “Master salespeople know how to put themselves “instate”whenever they need to, just like an actor who assumes the roleof a character before walking on stage.“Also, master salespeople are flexible enough to change statesquickly, whenever the situation requires a shift. If a prospect sayssomething that throws you off, don’t go into a negative state or second-guessyourself; just ask yourself what needs to happen next.”Sam continued, “Once you’ve recalled and installed the state youwant to be in, the next step is to focus on your desired outcome forthe meeting. It may be closing the sale. If your sale requires multiplemeetings, your outcome may be having your prospect agree to thenext meeting. Whatever it is, create a mental picture of achieving your 43