How To Win Clients And Influence Markets With Self-Talk

Mastering the Art of Self-Talk When Selling

Each one of us engages in self-talk. Do you find yourself saying things like, “Urgh, I shouldn’t have said that,” or “what’s taking so long for them to make up their mind?”


Wouldn’t you rather hear things like, “I rocked that sales call” or “Wow. That was easy!?”


Mastering the art of self-talk means you speak truthfully and positively to yourself. When you are skilled at this, you’ll feel empowered and encouraged in any sales presentation, offer or negotiation. As a consequence, your days will be happier, you’ll work harder to achieve your goals, and you’ll feel better about yourself and what you do.


The power of your self-talk is all-encompassing. Your self-talk influences what you believe about yourself, your prospects, customers and clients, and how you’ll behave in the future.


Try these techniques to help you master this sales-increasing art:

  1. Keep it real. When you’re honest, you’ll feel more comfortable with yourself. If you know you could have done better on working through that objection, acknowledge it to yourself. Part of making progress and improving in sales is being genuine with yourself about what you’re doing. You can do this without being brutal.


  1. Avoid self-criticism. Although being honest with yourself is important, do it in a helpful and informative way. Instead of saying, “I screwed up,” acknowledge your decision to perform to a higher standard. Tell yourself how you’ll respond in the future. Chances are the same situation will happen again.


  1. Be positive. Talking to yourself in negative or self-deprecating ways is self-sabotage. If you hear the same things over and over in your mind, you start to believe them. Make sure what you say to yourself is positive.


  1. Focus on your strengths. As you listen to your inner voice throughout your day, you’ll notice that you’ll sometimes say crazy things about yourself. Saying “Why did I do that? That was dumb,” isn’t very productive to moving forward and doing your best.

* Instead, if you recognize your strengths in the situation, you’re compelled to move ahead and tackle the next task with gusto. When debriefing your deal, you might tell yourself, “At least I thought the situation through and believed I was doing the right thing. Next time, I’ll do things differently.”


  1. Be nice to yourself. When you’re talking to yourself about a deal, are you kind? Do you take care with your own feelings? When you show a caring attitude toward yourself, you’ll also perform better in front of your prospects.


Substitutions in Your Self-Talk Using These Suggestions

* Instead of saying: “Nothing I say turns out right,” try, “I am focusing on how I can serve this person in front of me who has a problem.”


* Rather than thinking: “I should have gotten up early to work on my presentation,” say, “Now I’m going to focus on my presentation” or, “I’m committed to knocking this out right now.”


* If you were going to say, “There’s nothing really special about what I do,” change it to, “Everybody who comes in front of me is going to walk away better than where they started…”


Do you see how what you say to yourself influences what you believe and how you close deals? To ensure that your self-talk is empowering and encouraging, practice the tips above.


You have the power to close more deals by mastering this crucial art.

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