CHAPTER 2

The Salesperson’s Mind

Lord Chesterfield compared a weak mind to a microscope, always magnifying the tiniest things out of proportion while missing the big picture. There’s a lot of truth there, especially for people building a life in sales. We salespeople must prepare our minds to be strong, flexible and always ready to accept the latest challenge. Now that we have covered your job description, let’s get on with preparing you to handle that job to your best ability. Let’s start preparing your mind to embrace the big picture.

If you don’t already have an open mind, now is the time to bring out your mental can opener. Take a lesson from Chapter One. As we lower your resistance to learning a new system for closing the sale, we’ll be increasing your acceptance of the one-time closing technique. We’ll create a negative space by helping you wash your mind clear of a few outdated ideas and replace that empty space with exciting new ones. Fear is one of the salesperson’s greatest obstacles and showing you how to eliminate it is the chief goal of this chapter. A champion one-time closer recognizes fear for what it is, handles it and moves ahead with the task of serving the customer’s needs. Let’s take a closer look at fear. C’mon, what are you afraid of?

Fear. Son of F