Come to your senses, your sales senses.

Come to your senses, your sales senses.

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Come to your senses, your sales senses.

How do you sell? Many are untrained and go by their “gut feelings.” Many say, “I just go about the process instinctively.” Great I hope you don’t decide to switch and go into brain surgery.

The answer is using your “inside senses.” If you’re in control of these senses AND the dominant senses you radiate are positive, you can make sales lots of them. The big question is: Do you radiate the positive senses or the negative ones?

Where do your inside senses come from? Your mind controls the senses that lead you to (sales) success. The positive senses lead to positive results. No brain surgery there.

Here are the 6 positive sales senses:
1. The sense of confidence The air you have about you that’s bred by preparation and previous wins. The best part about confidence is that it’s contagious. You can give it to your prospect. (Don’t confuse confidence with it’s evil twin arrogance.)
2. The sense of positive anticipation Every one has read the best book on the subject before the age of five “The Little Engine That Could.” I think I can, I think I can. Thinking you can is 50% of the outcome (so is thinking you can’t).
3. The sense of determination The sense of hanging in there no matter what. Determination is having the prospect tell you “no,” and you hear it as, “not yet.”
4. The sense of achievement Everyone subconsciously strives for their goals. Sensing achievement comes from a replay of the satisfaction you gained from making your last sale. Remember how good it felt?
5. The sense of winning Everyone wants to win, but only a few actually do. That’s because the will to prepare to win must exceed the will to win.
6. The sense of success This is the hardest sense to master, because you must sense it before you actually achieve it. That calm feeling of money in the bank. An “I can do it” attitude. And a welllit path in front of you. The sense of positive purpose.

Pretty easy so far. But the plot thickens. There are 8.5 negative senses that the subconscious mind presents and projects when selling:
1. The sense of fear.
2. The sense of nervousness.
3. The sense of rejection.
4. The sense of procrastination or reluctance.
5. The sense of justification/rationale.
6. The sense of selfdoubt.
7. The sense of uncertainty.
8. The sense of doom.
8.5. The sense of “I’m unlucky.”
Beware of these negative senses they’re mental blockers and will prevent the success (sale) from taking place.

The negative senses block your ability to focus on the positive senses the creative ones that breed success. The most powerful way to get rid of the negatives is to counterbalance them with positive thoughts and words (ie: no complaining or blaming others).

Balancing by definition is delicate. Counterbalancing is even more so. It’s a simultaneous act of chasing away negative senses, and focusing on the positive ones. It means harnessing and selfdirecting your inner thought process. Sounds simple, but it’s not easy that’s why so few achieve greatness.

To further complicate things, you’re not “sensing” alone. The prospect has senses too. And often he can sense your senses especially the negative ones. If your negative senses like fear and selfdoubt, dominate your presentation, they will preoccupy the prospect. Result The prospect will become nervous about you, and it will alter the his ability to get a clear message. Make sense?

The great news about sales senses is, you’re in total control. You can convert negative senses to positive senses with a combination of dedication to lifelong learning, and the achievement of a positive attitude. These studies will lead to taking positive actions.

Earl Nightingale in his legendary tape The Strangest Secret, says, “You become what you think about.” Truer words have never been spoken. But the secret to The Strangest Secret, is It’s a dedicated selfdiscipline that must be practiced every day. How close to “every day” are you?

The most interesting aspect of The Strangest Secret, is that it contains the counter balance to turn all your destructive senses into constructive senses by employing the strongest sense of them all common sense.

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Jeffrey Gitomer, author of The Sales Bible, and Customer Satisfaction is Worthless, Customer Loyalty is Priceless. President of Charlottebased Buy Gitomer, he gives seminars, runs annual sales meetings, and conducts training programs on selling and customer service. He can be reached at 704/3331112 or email to