Thoughts you have reflect your beliefs. And Beliefs you have affect your success on sales calls. If you are thinking that “this sales call is not going to go well”, then, it probably won’t go well. The question I would ask is “why do you think the sales call will not go well”. Too many sales managers attack the wrong end of the problem when debriefing a sales call. They focus on what was said and not said and on what was done and not done on the call. What the sales manager should do is focus on the thought process of the salesperson which will uncover what the self-limiting belief of the salesperson was at the time of the call. Once the belief is corrected the right words will get said with the appropriate tonality. And the right actions will take place on the sales call. Salespeople who want to accelerate their growth should analyze their thought processes after the call for the very same reason. If you get your beliefs in line the words will take care of themselves.
