Sales Using the Law of Expectancy
Below is a MRR and PLR article in category Business -> subcategory Sales.
Mastering Sales with the Law of Expectancy
Summary:
Research in persuasion technology suggests that our expectations often shape our reality, a concept known as the "Law of Expectancy." This principle is crucial in sales. I'll guide you on harnessing this law to close more deals and enhance your role in the sales process.Keywords:
Expectancy, sales, motivation, Patrick PorterArticle Body:
Research in persuasion techniques indicates that our expectations have a powerful impact on outcomes, a concept I call the Law of Expectancy. This is a foundational principle in sales.As a sales professional, your expectations can influence the results you achieve. I recently watched a fascinating film, "What the Bleep Do We Know?" It explores how our thoughts and intentions can shape our reality. If you haven’t seen it yet, I highly recommend it. You can learn more at [their website](http://www.whatthebleep.com/).
The film illustrates how our behavior is affected by others' expectations. In one study, first-grade students were told that blue-eyed children were smarter than their brown-eyed peers. Consequently, the blue-eyed students outperformed their classmates. Months later, the roles were reversed by telling the children that intelligence led to brown eyes. As expected, brown-eyed students then excelled, while blue-eyed ones struggled.
Now, envision truly believing in yourself as an exceptional salesperson. Imagine viewing every prospect as an ideal client. How can you achieve this mindset? An effective strategy is making a strong first impression, where the Law of Expectancy can significantly impact your success. You convey your expectations through word choices, tone, and body language. When you anticipate success, your actions naturally guide prospects towards a positive outcome.
Before each sales encounter, ask yourself, "How do I expect this meeting to go?" If doubt creeps in, mentally rehearse achieving your goals with vivid imagery and emotion. Visualize the prospect signing a deal or handing you a check. Imagine yourself confidently shaking hands with your satisfied customer. Recognize the valuable service you've provided. By practicing this visualization, you'll be prepared and comfortable with success when it arrives.
You can find the original non-AI version of this article here: Sales Using the Law of Expectancy.
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