Fake It 'Til You Make It

By Pinnacle Performance & Consulting Inc

• Have you ever sent the prospect the message that you “needed” the deal?• Some deals are lost because the prospect senses that you need the deal. You can telegraph this through your nervous system and body language.• An effective technique to help you keep your cool when you are tempted to act as though you need the deal is to repeat the following phrase in your mind over and over.• I am financially independent, and I don’t need the business.• Remember, if you were really financially independent, if you didn’t need the business, you would neither act arrogantly nor beg for the business. You wouldn’t have to.• Some people dismiss the fake it ‘til you make it approach because they consider it unrealistic or rooted in denial.• If you are tempted to press stop or delete, you should stop for a moment and consider the evidence that supports this principle.• I have tons of clients that follow our system and prove this point daily.• So ask yourself, what needy messages are you sending to your prospects and clients? How will you correct them? What positive “act as if” messages could you send instead?