by Jenna Hadden
In both sport and business, the battle is often won or lost in the mind. You see, top athletes understand that physical preparation is only half the equation. The other half? Mental preparation. Visualisation, a technique frequently used by elite athletes, can be a game-changer in sales as well.
What is Visualisation?
Visualisation is the process of creating a mental image of a future event. Athletes like Michael Phelps, Serena Williams, and countless others have used this technique to picture themselves succeeding long before they ever step onto the field or court. They don’t just see the victory—they feel it, experience it in their mind, and prepare for it as though it’s already happened.
For salespeople, visualisation works in much the same way. It’s about mentally rehearsing a sales pitch, a negotiation, or a client meeting. When done correctly, visualisation can reduce anxiety, boost confidence, and ultimately improve performance.
Why Does Visualisation Work?
Here’s the thing: the brain doesn’t always distinguish between real and imagined experiences. When you visualise a successful sales call, your brain believes it’s actually happening. This ‘rehearsal’ builds neural pathways, effectively training your brain to execute the task with precision when the time comes.
It’s not just about seeing yourself closing the deal. You need to go deeper—feel the handshake, hear the client’s agreement, experience the satisfaction of overcoming objections. The more vivid and detailed your visualisation, the more prepared you’ll be when it’s game time.
Practical Visualisation Techniques for Salespeople
If you’re new to sales or just starting with visualisation, here are a few practical steps to get you going:
Create a Quiet Space: Find a place where you won’t be disturbed. Close your eyes and take a few deep breaths to centre yourself.
Visualise the Entire Process: Don’t just picture the successful outcome. Visualise every step of the process, from the initial greeting to handling objections, and finally, closing the deal. Make it as realistic as possible.
Engage All Your Senses: When visualising, try to engage all your senses. Imagine the sound of your voice, the feel of the pen as you take notes, the sight of the client nodding in agreement, and even the scent of the room. The more detailed, the better.
Practice Regularly: Like any skill, visualisation requires practice. Set aside time each day to mentally rehearse your sales calls. The more you do it, the more natural it will become.
Pair Visualisation with Positive Self-Talk: While visualising, incorporate positive affirmations. Tell yourself, “I am confident,” “I handle objections with ease,” or “I close deals effectively.” This boosts your mental game even further.
Conclusion
In sales, just as in sport, the mental game is critical. Visualisation isn’t some woo-woo, out-there concept—it’s a proven strategy used by the best of the best. By incorporating these techniques into your daily routine, you can mentally prepare for success and see tangible improvements in your sales outcomes. Remember, the brain is a powerful tool—use it to your advantage.
Practical Tips for New Salespeople:
- Start Small: Begin with short, simple visualisation exercises before low-stakes interactions to build your confidence.
- Review Your Day: At the end of each day, visualise how you wanted your sales calls to go and compare them with reality. This helps in continuous improvement.
- Morning Routine: Make visualisation part of your morning routine. Spend 5-10 minutes visualising a successful day before you start your work.
- By applying these strategies, you can sharpen your mental edge and set yourself up for success in sales.
Jenna Hadden 