Thoughts, Feelings, and Closes: How Jenny Transformed Her Sales Approach

Jenny had always considered herself a natural-born saleswoman. With her outgoing personality and gift of gab, she seemed tailor-made for the profession. Yet, as she sat in her car outside a client's office, hands trembling on the steering wheel, she couldn't shake the gnawing feeling that something was off.

It was a crisp autumn morning, and Jenny was about to pitch a revolutionary new software package to a potential big client. On paper, everything looked perfect. She knew the product inside and out, had rehearsed her presentation countless times, and even had a sharp new suit for the occasion. So why did she feel like she was about to walk into a lion's den?

As Jenny took deep breaths to calm her nerves, she had no idea that this moment would mark the beginning of a transformative journey – one that would challenge her understanding of sales, emotions, and ultimately, herself.

Jenny had been working at her firm for three years. She'd had her share of successes, but lately, her performance had been slipping. Her once-steady stream of closes had slowed to a trickle, and her confidence was eroding with each missed target.

That evening, after another unsuccessful pitch, Jenny found herself in her manager Mark's office.

"Jenny," Mark began, his tone gentle but concerned, "I've noticed you're not quite yourself lately. What's going on?"

Jenny sighed, slumping in her chair. "I don't know, Mark. I'm doing everything the same as I always have, but it's like I've lost my touch. Maybe I'm just not cut out for this anymore."

Mark leaned forward, his brow furrowed in thought. "Jenny, have you ever considered how your thoughts and emotions might be influencing your performance?"

Jenny looked puzzled. "What do you mean? I'm a professional. I don't let my feelings get in the way of my work."

Mark smiled knowingly. "That's what I used to think too. But I've learned that our thoughts and emotions play a much bigger role in our behavior than we realize – especially in sales. I think it might be helpful for you to explore this concept."

Intrigued but skeptical, Jenny agreed to attend a workshop on emotional intelligence in sales. Little did she know, this decision would be the first step in revolutionizing her approach to her career and life.

During the workshop, Jenny reflected on her failed pitch from earlier that week. As she jotted down her thoughts, a pattern emerged:

"I have to land this deal or I'll miss my quota again."

"What if they ask me something I can't answer?"

"I'm not as good at this as I used to be."

"They probably won't be interested anyway."

Staring at her list, Jenny felt a wave of recognition wash over her. These weren't just fleeting thoughts – they were a constant undercurrent of negativity and self-doubt that had been plaguing her for months.

Jenny thought back to her recent pitches. She realized that her anxiety had made her rush through presentations, her fear of rejection had made her hesitant to address client concerns, and her feelings of inadequacy had undermined her ability to convey confidence in her product.

Jenny left the workshop feeling both overwhelmed and energized. She had a new understanding of the forces at play in her sales interactions, but she also knew that real change would require consistent effort and practice.

Over the next few weeks, Jenny committed to applying what she had learned. She started each day with a brief mindfulness meditation, taking time to observe her thoughts without judgment. She kept a journal to track her thought patterns and emotional responses throughout her workday.

At first, the process was challenging. Jenny was surprised by how often negative, self-defeating thoughts crept into her mind. But with practice, she became more adept at recognizing these thoughts for what they were – not facts, but often irrational fears and assumptions.

Jenny also began to pay more attention to her emotional state before and during sales interactions. She developed a pre-meeting ritual that included deep breathing exercises and positive affirmations. When she noticed anxiety or self-doubt creeping in, she would pause, acknowledge the feeling, and consciously shift her focus to more constructive thoughts.

Gradually, Jenny began to see changes in her performance. Her presentations became more fluid and natural. She found herself genuinely connecting with clients rather than just going through the motions. And perhaps most importantly, she started to enjoy her work again.

One month after the workshop, Jenny found herself preparing for another big pitch. As she sat in her car outside the client's office, she realized something was different. The trembling hands and racing heart were gone. Instead, she felt a sense of calm confidence.

Jenny took a moment to check in with her thoughts:

"I'm well-prepared and knowledgeable about our product."

"This client has a problem that we can help solve."

"Whatever the outcome, this is an opportunity to learn and grow."

"I'm good at what I do, and I'm continuously improving."

These thoughts fostered feelings of confidence, enthusiasm, and genuine curiosity about the client's needs. As Jenny walked into the meeting, she felt aligned – her thoughts, emotions, and behavior all working in harmony.

The pitch was a success. Not only did Jenny land the deal, but she also genuinely enjoyed the process. She left the meeting feeling energized rather than drained.

Back at the office, Mark noticed the change in Jenny immediately. "You seem different," he observed. "More... present. How are you feeling about things now?"

Jenny smiled. "It's been quite a journey, Mark. I've realized that being a great salesperson isn't just about technique or product knowledge. It's about understanding yourself – your thoughts, your emotions, and how they influence your behavior."

She continued, "I used to think that emotions had no place in professional sales. Now I understand that they're an integral part of the process. The key is to be aware of them and learn to manage them effectively."

Mark nodded approvingly. "That's a powerful realization, Jenny. How do you think this will change your approach going forward?"

"Well," Jenny replied, "I'm going to keep practicing mindfulness and emotional awareness. I'm also going to focus on building genuine connections with clients rather than just trying to close deals. I've found that when I'm truly present and authentic, the sales seem to follow naturally."

As the weeks turned into months, Jenny's new approach continued to yield results. Her sales numbers improved dramatically, but more importantly, she felt a sense of fulfillment in her work that she had never experienced before.

Jenny's journey had taught her a valuable lesson: in sales, as in life, success is not just about what you do, but how you think and feel while doing it. By gaining insight into the dynamic interplay between her thoughts, emotions, and behaviors, Jenny had not only become a better saleswoman but a more self-aware and balanced individual.

Her story serves as a powerful reminder to all salespeople that the most important sale is the one you make to yourself every day. By cultivating a positive mindset, managing your emotions effectively, and aligning your thoughts with your goals, you can unlock your full potential in sales and beyond.

As Jenny reflected on her transformation, she realized that her journey was far from over. Every day presented new opportunities to apply her emotional intelligence skills, to grow, and to connect more deeply with her clients and herself. And for the first time in a long while, she felt genuinely excited about what the future held.

Richard Harris, PhD

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If you or your team feel a need for personalized guidance to overcome specific challenges, such as getting more referrals, closing more sales, and securing quality clients, my individualized sessions and intensive workshop will guide you every step of the way. Let’s get started. If not now, when? www.masterthemind-sales.com/