What Were You Thinking?

How many times have you asked yourself these questions: “What was I thinking?” How many decisions have I made, that in retrospect, proved to be mistakes”? All of us do this and far too often. Here is some understanding and comfort around this normal human experience.

Thinking is the product of the relationship of the two parts of what we know as our mind. There is the conscious mind and the subconscious mind. It is very much like a large iceberg. Only 10 percent is visible, above the water line, and represents our conscious mind. A full 90 percent is below the surface and represents our subconscious mind. The subconscious mind calls the shots and the conscious mind, that believes it is in control, simply follows the directions of the more powerful subconscious mind. Okay, enough of that gloss-over of an exceedingly complex subject.

The point is, when someone says, “I want to think about it”, don’t take him or her at their word. They already know what they want or don’t want. In fact, they can’t think about it! Their subconscious mind has processed the data supplied by the conscious mind and has given directions to the conscious mind. The decision and resulting action or inaction has been predetermined. The person may not want to tell you what they already know, so they either buy, or say, “I want to think about it”. The die is cast. This is why we say that decisions are made by emotions and justified by logic. People buy emotionally and rationalize their buying decisions intellectually.

When we make a sales presentation, there is no need for a closing technique. Our every word, action, appearance, and body language, have already influenced the buying decision. That decision is often made in the first few seconds of any interaction with another person. The so-called closing process has already started to happen. The rest is the formal dance with a set pattern of steps leading to the recognition of conclusion. It has been said that the ultimate conclusion of any interaction is determined when we say, “Hello”. Every interaction is a potential sale: a decision to buy, or decline to buy, is made instantly. Is it any wonder that so many salespeople talk forever and never realize that the prospective buyer has already made a decision? Most people are polite and respectful so they play out the game, listening to the “pitch” and then act on the decision they made at “Hello”! What will you do with this knowledge?

One approach is to be fully engaged in the process, aware of the impact of every nuance of the process and focus all attention on the other person. The relationship must be one that is guided by a mindset of serving others. Since it all starts with a simple, “Hello”, smile when you say that and think of how you may serve the other person. Convey interest and commitment to serving their needs and wants. Engage! Think!

“What were you thinking?” Not much, apparently! True thinking is hard work and that may explain why so few engage in it. Thinking takes time. It takes careful evaluation of many factors and considerations of possible consequences of decisions and actions.

Think about it for real. Think about thinking. Listen carefully to what your subconscious mind is saying to you. Carefully think about the emotions related to your decisions and actions. This is the premise of my ZFactor books. Successful people think and act differently. It starts with thinking and is followed by appropriate action. Remember, the other person is experiencing the same process. Selling is all about communication. Commit to becoming an expert communicator. This will improve your sales performance and your results.