Have you ever had moments during sales calls or meetings when you wanted to jump straight to the point or simply “close the sale”? Have you ever walked out of a sales call or meeting thinking to yourself “what just happened?” The thoughts going through our minds during sales calls can move the meeting one direction or another. Our inner voice can sometimes push us in the wrong direction, make us ask too many questions, or say the wrong things; this is our “mind trash”. So how do we deal with this voice? Here are some tips…

First, journal… yes journal, we must first understand how our mind trash affects us during sales calls. Remember, mind trash is not necessarily a bad thing it simply is our voice guiding us to to react to our client based on past experiences. However, this voice can lead us in the wrong direction if we don’t recognize it and control it. Think about what gets in your way of closing the sale, it could be as easy as I give too many details, I focus on product ,or I assume the client’s needs. Once you understand and recognize your mind trash it is easier to avoid and/or to know when to use it to your advantage.

Here are a few other tips for quieting the “voice”
1. Have a filter, be sure not to say the first thing that comes to your mind, think from the client’s perspective.
2. Practice what you are going to say before you enter the meeting. Knowing what you are going to say and how you are going approach your meeting will help to keep you on track.
3. Listen, I will say it again listen, you must listen to your client. Ask a question and listen. While you are listening do not think about your next question or formulate responses in your mind, simply listen.
4. Have confidence in your abilities, your confidence will go a long way to silence the mind trash.
5.  Don’t rush the meeting, our mind trash creeps in when we wan to get the meeting over with. Take your time ask the right questions and listen.
6. Set an agenda, let the client know you are going to be asking questions and what the purpose of the meeting is. Also, find out your clients agenda, this will help to keep you on track and will help to keep out your mind trash.

Remember, we all have that voice it is up to us to decide how to use it.


Jeff Ruby

Jeff Ruby

Founder of RedRock Leadership

During the course of his professional career, he has worked in organizations ranging in size from a sole practitioner to Fortune 500. Included in his experience are roles in starting and selling companies, sales and sales management, training and development and executive coaching.

RedRock Leadership is a sales training and leadership development company committed to growing companies by growing individuals through on-going training infused with the competencies of emotional intelligence.