Zen people constantly talk about being in the moment. It’s kind of our thing. I’ve even talked about it before.
Being in the moment is really important – it’s all you actually have and is the key to happiness, enlightenment and all that good stuff. BUT, preparation and planning is a must if you want to be successful in sales.
So, how can you be in the moment when you’re thinking about how your meeting should go, anticipating objections and preparing your answers? It’s easier than you think…
The key is to constantly ask yourself, “Is This Useful?”. Is what you’re thinking about and focusing on productive? Or, are the thoughts running through your mind mere worry, anxiety, hope or fantasy?
All of us are guilty of daydreaming, thinking about the past or worrying about the future. And, in sales we’re often anticipating what a client or prospect might say and imagining how a meeting will go. When this is being done to prepare, it’s a very useful exercise. Just be mindful of your thoughts and feelings – if those turn to worry or fantasy, you should drop them and just focus on the present moment.
The present moment might need to involve thinking about the future and that’s ok.
Here’s a quick test to determine if you’re actually in the moment:
- Ask yourself, “Is This Useful?”
- Pay attention to your thoughts and any feelings or emotions they bring up. If the pit in your stomach is worry about how a meeting might go, change your approach. Do something productive (research, presentation development, etc.) that can make your upcoming meeting better
- Be honest with yourself…are you being productive or just active? (Another way to put this is, “Are you doing what you should be doing and not just what you could be doing.”)
- Don’t dwell on the past or worry about the future. All of those thoughts are just that – thoughts – and don’t have an impact on what’s really happening
Prepare, research and plan like a champ…but do so by being here now.