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21/11/2013: Welcome to Thrilling Thursday

Thursday draws its name from the old English for thunder, a translation of a Latin name for Jupiter's Day. Few things make impact on people like thunder. Impact is vital to make sales. Today let's look at a face to face sales technique that I have introduced to many of the sales people I have worked with over the years.

I named this 'Future Success History' when working for Olympus as every aspect of sales training in the corporate world is incomplete without a catchy name and a decent three letter acronym. More seriously though, this is a way of making the sales process work in your favour by 'remembering' that the meeting has already happened with a favourable outcome. Once something has happened it can't un-happen.

It works like this. Before every meeting, spend time envisioning the person you are going to talk to. Imagine every statement, every question and every gesture. See yourself presenting the aspects of your business that the customer concerned relates positively to. See yourself presenting the proposal and the customer being delighted to sign the order, write a deposit cheque or take whatever step you use in your business to oonfirn the go-ahead. Do this over and over again until it becomes a memory.

Run through the memory again on the way to the meeting and take a few minutes outisde to go over it again before entering the building. This order has been placed as far as you are concerned, and there can be only one outcome; a positive result for your business.

It is as simple as that.

Don't just take my word for it though. Muhammad Ali, arguably the world's greatest heavyweight boxer used exactly this technique before every fight (Ali called it 'Future History').

Where does your website come in? With skillfully written content, you can pre-inform potential customers and shape the questions that will be asked when you meet them face to face. Presenting the different facets of your business MOJO in an easy to navigate way allows people to find the relevant information and start to form a positive opinion, which you merely have to reinforce when in front of them.

With the Village Websmith's managed content services it is easy. Sinde 1976, we have been delivering sales messages for all kinds of businesses; face to face, in print, through advertising and for the last ten years over the Internet. To talk over delivery of your own sales message, call us on 0203 239 0350 or click in the header of any page to send an email.

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