Are You in the Sales Zone?

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Lisa Thal

Are You in the Sales Zone?

A famous phrase in the American vernacular, especially when it comes to professional sports, is “in the zone.” An NBA star on a hot streak from beyond the three-point line is in the zone. A baseball player during a hitting streak might say the ball is bigger, slower, and almost impossible not to hit when they are in the zone. A golfer may experience that focused moment when their swing seems effortless and the putts roll in with minimal effort when they’re in the zone.

In sales, we too experience those “in the zone” moments – particularly when these three conditions are at play:

1. We solely focus on our goal and the actions needed to accomplish that goal, and it feels effortless.

2. We need immediate feedback, so we can adjust the process and flow.

3. We maintain our confidence through this process and the entire experience energizes us.

Those who are frequently in the zone recall a sense of calm when all else around them may be in chaos. All salespeople, especially those at the top of their game, have had moments when everything is going right, every call clicks, and it’s so effortless that they feel superhuman. They probably don’t realize it, but they are experiencing being in the zone.

So how do we create more in the zone moments in sales? We make ourselves aware of how energizing it feels when we experience those moments. It could be the real conversion we have with a new prospect because we discovered something we had in common with them and used that connection to deepen our relationship. How can you create more of those moments where you build trust with the customer? You need to make more calls to new customers to give yourself those opportunities.

You must practice and be prepared because each situation helps you create more in the zone sales moments. I am always surprised when salespeople work so hard to get the first meeting, only to miss the mark or wing the next call with no preparation. The top sales talent in radio doesn’t take the next meeting for granted. They understand the time and energy it takes, because they have invested so much time in prospecting and discovering the client’s needs. They know that it’s now time to practice the presentation before sharing it.

I recommend taking more time to role-play with a co-worker or your manager, and I recommend doing that multiple times. The more you practice and prepare, the more likely it is that you’ll sound authentic to the client, and that will in turn increase your chance at earning their respect and business.

I was given great advice from a former manager, Perry Samuels, who advised me over thirty years ago, “Don’t skip steps during the sales process.” He informed me to always stay focused on the next step and enjoy the process. THAT is how you create more in the zone moments for yourself.

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