• Tracey Matney

Two Powerful Ways To Control Your Sales Future (And Revenue!)

Updated: 5 days ago

- The “C” in the Sales V.I.C.T.O.R.Y. Method -

How often do your emotions get the best of you?


Your day can be going great, and then you burn dinner, or your kids are particularly exhausting, or you’ve been working yourself to the bone, but you still have a sales call to get through that night…


And suddenly, you’re in a mental funk and you’re in no condition to take on that call effectively!


What do you do?


Call off the meeting and reschedule...leaving the prospect wide open to walk away?


OR


Take the call, let your exhaustion or emotions seep in, and risk bombing the whole thing?!


Or is there another way?


The Sales V.I.C.T.O.R.Y. Method

This is where my Sales V.I.C.T.O.R.Y. Method comes in.


It’s based on 30,000 sales conversations...that I’ve personally had!


Check back to this article where I explained the whole process in case you missed the first 3 blogs.


Today, we’re talking about how to Choose Your Thoughts - the C in the Sales V.I.C.T.O.R.Y. Method!


V - Be well VERSED.

I - INTIMACY & relevancy.

C - CHOOSE your thoughts.

T - TRIAL close to build trust.

O - OBSERVE to cover objections.

R - Get your no REPS in.

Y - YOU are the secret ingredient.



Choose Your Thoughts


I’m sure you’ve heard people talk about the power of positive thinking. That all you have to do is “believe in yourself” or “think good thoughts” and you’ll be fine, right?!


The thing is, there’s some solid truth in those principles. Believing in yourself is important.


BUT -- it’s not easy. There needs to be some action steps you can take to really make an impact on your thought life, so that you can really grow your sales!


Choosing your thoughts takes some consistent rewiring of our brains and some discipline.


I recently attended Funnel Hacking Live and I heard Tony Robbins speak. He said that it’s important for you to be able to DECIDE on your state, literally your emotional state.


Seems simple enough…Right?


Would this work?


“I want to be happy. So from now on, I’m going to be happy!”


Nope.


It’s so much more than just stating some generic positive manifestation mantra.


At FHL, Tony had us actually practice choosing our state.


First he had us act like we were really shy and afraid of meeting new people. We had to go around the room and intentionally introduce ourselves in an intimidated way. (a bit strange, but you could definitely feel the emotions of that. The room’s energy was brought down).


He had us think about how we would feel when we see an old friend and run up and give people hugs. (again, strange but wow, it felt good afterwards)...


Then he had us act out how we would be if our favorite sports team won the biggest game ever and go crazy! (Now this felt soooo awesome to be physically pumped up)


I realized that I’ve actually been doing this my entire career before my sales calls! It freaking works, my friends.


Now that sounds great and all…



But exactly how does one rewire their brain?!


I’ve got 2 amazing ways you can do this (and you can pair them together to really kick it into overdrive!)


1. Super-Specific-to-You Positive Affirmations

My number one tip for developing this skill is to start writing out your positive affirmations.


Take some to write them down. And then Put. Them. Everywhere!


But don’t be generic with these…


(Bad examples: Today is gonna be awesome! or… I’m a rockstar!)


Remember, the most crucial piece of the art of selling is your mindset.


It’s really important that you figure this out, so I want you to do an exercise with me.


Take a minute to write down 3-5 things you love about yourself, your character, your clients, your business, and the services you offer. WHY is your offer worth your fee? What makes you the uniquely right person to serve them?


Use these to write a paragraph about yourself, written in the present tense and in the first person.


By the way, if you want my “Choose your Thoughts” activity worksheet, send me a DM with the word “CHOOSE” on Instagram, and I’ll send it to you real quick.


I know this can be tough, so here’s mine to help you get an idea of what it can look like:


“I love that I am a confident woman who is not afraid to speak to anyone. I love that I care deeply for my clients and future clients and I know that I will serve them at the highest level possible. I am a force to be reckoned with and people say yes to me all the time. This person I am about to meet with will feel heard and cared for because I will listen and ask good questions. The service I am selling helps people grow and scale their business and that is worth my fee.”


What do you think would be your state going into a sales call if you read something like this to yourself? Amazing, right?!


Read your affirmation before you go into every call, and you’ll increase both your self-confidence and your emotional control.



2. Action Cures Fear

In the summer of 2009, while I was selling educational books, I learned a lesson that has stuck with me to this day.


On days we were walking down the street, going door to door, myself and the others would sing up-beat, fun songs to pump ourselves up as we ran between houses.


And if we were driving, when we pulled up to a house, we would jump out of the car


...and run up to the house without letting ourselves think.


We just went for it and knocked before the fear could set in...


And this is when I learned this valuable lesson…


Action cures fear!


By not giving myself a chance to over-think about what the outcome could be if I knocked on that door (rejection, being yelled at, sprayed with a water hose, etc…), fear didn’t even have a shot!


I recently realized that learning to control my thoughts and push out any negative voices has been one of the biggest factors to my success… I even made a reel about that today on Instagram...


And it can be for you as well!


Changing your thoughts is one of the many things I’m teaching in my upcoming Sales Victory Group Mentorship Program launching at the beginning of 2022.


In my 8-week Sales Victory Mentorship, I'll train you on my proven sales process, so you can close more 1:1 sales calls, and I’ll give you the critical feedback you want LIVE, so you can get higher-paying clients.




Join me by signing up today and have command of your future.


Apply for a Discovery Call with me today, so I can help you learn how to control your thoughts. You will see the impact in your revenue!


💗 Tracey




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