“The foundation of everything you go after (and you should have ridiculously large goals at all times) is simply… being a good animal.”

~ John Carlton

What’s Working in Your Sales and Marketing?

As a sales trainer and coach I spend a lot of time working with individuals, teams, and groups and the same questions come up quite regularly even from high performing business owners, sales professionals, and others.

As you know if you’ve been following me for any period of time, I’m not a fan of pushy sales techniques or forcing people to buy things they don’t need just so that you can meet your sales targets. My strategy is to help you get in front of people who do need what you are offering and showing them why it’s a good decision to buy… Or not to buy after all, if that’s what you see.

The problem is that if you can’t answer the question, “What’s working in your sales and marketing?” then you don’t know where to start.


Using Everything You Have to Achieve Your Goals and Meet Targets

You want to reach your goals, don’t you?

Of course you do, or else you wouldn’t be reading this page. There’s a lot of advice out there about setting goals (I’ve shared some of my favourite goal-setting and goal-getting techniques in other posts on this sites). But many goal-setters skip a key element even if it’s included in the technique and that’s like trying to cook a meal with one hand tied behind your back.

Here’s what you may be missing in both your goal setting and sales…

Your senses… all five of them!

  • Sight
  • Hearing
  • Touch
  • Smell
  • Taste

As anyone who has impaired (or abnormally heightened) function in any of these senses knows, the malfunction of our sensory inputs can make life very difficult and increase our stress and anxiety levels… And putting all of them to use can dramatically improve our communication and goals setting outcomes.

Are You Ignoring Obvious Cues?

Lets look at two important business applications of this reality:

  1. Motivation: If motivation is a problem ask yourself how well you’re engaging all 5 of your senses in both your goal-setting and your daily action plan. With some quick sensory engagement you can transform your results and reduce the quantity of will-power and energy required to keep the wheels turning.
  2. Conversations & Sales: Sensory awareness is crucial for the successful communication that is at the heart of long-term sales relationships. When you also engage with others on a multi-sense level you can seriously increase your close rate and decrease the anxiety prospects and new clients may otherwise experience.

There’s a reason why successful sales professionals like to visit prospects’ premises: they pick up a lot of sensory clues. And there’s a reason why many of them also like to bring prospects into their own professional environment if they’re on the fence about their investment (and why coffee shops and serviced offices are not the best choice for this interaction) that has everything to do with professionalism, reinforcement, and plain sensory control.

You see, at the end of the day, no matter how objective we pride ourselves on being, as humans we’re also animals who are susceptible to sensory inputs.

A Simple Practice

Here’s a simple goal setting and motivation practice for you to test (And don’t worry you can do it at your desk or when you take a bathroom break without anyone noticing.)

Here’s what to do:

  1. Shut your eyes and take three deep breaths (In-2-3-4-Out-2-3-4);
  2. Keeping your eyes shut listen carefully and notice any sounds that are around you starting very close and gradually letting your awareness extend to a greater distance;
  3. With your eyes shut notice any sensations within your body – then notice the feeling of your body as it touches your chair and your feet on the floor etc;
  4. Still with your eyes shut breath in deeply through your nose and notice any smells that are around you. You don’t need to identify them, just become aware of their existence;
  5. Now, with your eyes shut open your mouth and taste the air as you breathe in and simply focus on your sense of taste (something we rarely do unless we are consciously eating or tasting wine);
  6. If you’re setting a goal or seeking motivation for a task… Create a multi-sensory experience of the achievement you’ll feel when it’s finally completed (or when the next part of it is done);
  7. Finally, just before you open your eyes notice the quality of light falling on your eyelids and then open your eyes and notice afresh the visual details of your surroundings. Really look at them with attention.

Now start your next task or continue what you were doing and notice how your approach has shifted. If you add some movement and a few quick stretches this quick reset will be nearly as effective as a nap or a workout and see you ready to leap into action.

Human Beings Have Sensory Triggers…

There’s a reason why real estate agents encourage owners to bake bread or cookies before an Open House inspection. There’s also a reason why truly successful professional practices choreograph their offices carefully and select decor, fragrance, reading material, and even snacks for waiting prospects. It’s not just because they have highly developed aesthetic preferences, it’s purely and simply to reinforce their message and help qualified prospects buy.

You can use sensory triggers to improve your own productivity and you can also use your sensory triggers to engage more effectively with your ideal prospects and clients by watching and listening to them carefully and by creating a multi-sensory sales process.

Sense, Cents, and Sales

Ready to Confidently Close more sales without discounting or eroding your margins? Yes, it does involve increasing sensory awareness.

The PBA Live Sales Masterclass is included in the 13-week Profitable Business Accelerator enrolment, but there are also a limited number of ‘Live Day Only’ seats available for individuals or teams who want to take their selling skills to the next level.

Interested in the 13-week Profitable Business Accelerator program?


Share This

Select your desired option below to share a direct link to this page.
Your friends or family will thank you later.