The Psychology of Selling-Find a Way
We are all well aware of the fact that greatest limitations are self-imposed. Yet, during negotiations most agents will try several logical approaches then get frustrated when none of them work. They’ll conclude that reaching an agreement is unlikely.
As soon as an agent begins to question their ability to close a deal, their actions reflect their feelings of fear and doubt. In reality, there is almost always a way, a gimmick, a trick, or an approach that would work to put the deal together. We call this the “find a way mentality.” By refusing to accept failure, agents stimulate the powerful subconscious portion of their brain to work overtime to find a solution.
The formula for success “ISIT” rests on the theory that there’s always a way to make something work. You must:
- Identify what you wish to accomplish
- Strategize – develop a strategy to reach the goal
- Implement the strategies
- Track the results and refine your strategy
Under the ISIT theory, there’s always a next step that can be taken to refine your strategy and achieve your goal. Agents must always ask themselves, “What can I do better?” and “What’s the next step?”
It’s also important to recognize that reaching goals is a process or journey that requires hundreds of baby steps. The steps are taken as part of the strategy that has been created. As each step is taken, an agent must assess if that step has moved them closer to their goal. If the answer is ‘yes’ the agent must be patient and let many steps lead to the desired outcome.
Another key point, which is an absolute rule to follow to achieve a goal, is to recognize “if the strategy isn’t in writing, it doesn’t exist.” All too often an agent will find a way, develop a great strategy, present the strategy to their client, and then neglect to confirm the discussion in writing to their client. Agents must always remember that the visual reinforcement of the strategy in writing is 5 to 10 times more powerful than crafting the strategy verbally. If it’s not possible to reinforce key points in writing when they’re being presented, a follow up email outlining the discussion or key points, must be sent to visually reinforce those point.
So, no more excuses. Take your new found strengths, and go out and find a way to get the job done!