Just Sit There

Wednesday, March 1 2023

“Don’t just sit there, do something!” It’s a common refrain encouraging people to overcome complacency.

In sales, some of our most valuable ideas surface when we commit to just sit there, look out the window and ponder the best way to deal with a troublesome situation. However, we are often hindered by leaders who don’t appreciate the value of visioning. While we are tempted to take some form of immediate action, contemplation and planning often lead to the best outcome.

The Benefits of Visioning

Once we get past the idea that visioning is not valuable, how do we use it to improve our sales performance?

Great salespeople visualize.

They look into the future and set goals for themselves. Visualizing a clear path to where they want to be and what they want to accomplish is a powerful motivator.

They imagine themselves in their customer’s shoes. By understanding the other person’s perspectives, needs and wants, a salesperson can pick better ways to explain their services and preempt objections before they arise.

They come up with unique solutions to old problems, connecting the normally unrelated to create new ways to sell their products. Software companies like Google reinvented how they did business by adopting Gillett’s strategy of giving away the razor and selling the blades. Once hooked, those consumers become long-term customers.

Olympic skiers learn to visualize themselves going down the mountain, feeling the bumps, negotiating the slippery spots, leaning into the curves, crossing the finish line. Before the race, they have experienced the event hundreds of times in their mind’s eye.

Just Sit There

Top salespeople do the same thing prior to a sales call. They:

  • Envision the meeting place.
  • Prepare an opening greeting and the questions they’ll ask.
  • Anticipate the responses they expect to get, including the flow of the conversation.
  • Visualize a successful conclusion to the meeting and the smile on their boss’s face when they bring in the contract.

They have rehearsed the meeting several times in their imagination, expecting to walk out with the sale. Their behaviour conveys confidence to the customer.

In today’s ever-changing marketplace, the new message should be, “Don’t just do something, sit there!”

Paced, spaced, multisensory learning helps sales professionals develop and sharpen sales habits. You can learn more about our sales development programs here.