Have you ever gone into an appointment, sure you were not going to make the sale?

And what happened?

Nine times out of ten, you didnt make the sale.

Now, there are sometimes very good reasons for not making the sale on a particular appointment. You might be building a relationship, or networking, or trying to get referrals.

20% of your appointments will not end in a sale, and there is NOTHING you can do about it.

Roughly twenty percent of your appointments will always end in a sale, assuming that you have experience in making sales and you are regularly moving prospects through your pipeline to become customers.

But there is a good sixty percent of your appointments that are on the fence. They might buy from you, or they might not. And you already know what the biggest influencing factor is on this sixty percent, don’t you?

Your attitude

If you walk in and assume the sale, and you are positive that the closing of the sale will benefit your customer, yourself, and the entire world around you, then you will make that sale.

If you walk in and assume you will not make the sale, your prospect will hear that in your tone of voice. Your choice of words. Your hesitancy to get down to the details of payment. The prospects follow your lead; when you hesitate, they hesitate.

When you move forward confidently, they follow your lead as well.

You always walk into an appointment with the end in mind, whether you realize it or not. You can declare that the end is a successful one, and you will exponentially increase your chances of this being the case.

Try this affirmation before you enter the appointment: “I close sales easily and naturally.”  Picture yourself shaking your prospects hand, visualize them signing a contract and writing you a check.  Know your goal, and then go for it.