How to Break Sales Records in the Zone


Become a Champion in Sales

Success in sales is all about:

  • Finding customers
  • Keeping customers happy

Finding Customers

There are two parts to finding customers:

  • Locating prospective customers
  • Discovering and solving their problems with your products and services

1.  Locating Prospective Customers

The main reason sales budgets are not met in most organisations is because there is Not Enough Proactive Prospecting taking place.

Even though there are many excuses given, it is usually the mental and emotional barriers that stop salespeople from proactively looking for new customers.

What stops you from proactively prospecting?

Mental Barriers – the thoughts you believe

  • They won’t be interested
  • I’ve seen everyone already
  • It’s a bad time to call
  • I don’t want to be a nuisance
  • I don’t want to waste their time
  • I don’t know enough to call yet
  • I’ve lost confidence in my product or myself
  • The sales budget is unrealistic
  • I don’t have enough time – too much paperwork
  • The economy/weather/season is not conducive at present
  • I have other priorities
  • I did prospect and got no result – it’s a waste of time
Emotional Barriers – how you feel when you believe those limiting thoughts
  • Fear of rejection
  • Fear of being abused
  • Fear of being humiliated
  • Fear of failure/success
  • Feeling overwhelmed
  • Feeling confused
  • Feeling resentful
  • Feeling lethargic/de-motivated
  • Feeling helpless
  • Feeling disillusioned

When these mental and emotional barriers are removed, you effortlessly move into prospecting and succeed beyond your wildest dreams as a salesperson – The only question is, how high can you fly?

2.  Discovering and solving customers’ problems with your products and services

Once you have located a prospective customer, it is now time to engage in effective exploration; thereby uncovering problems that they may have which you can solve using your products and services. Hence, adding great value to their business and their lives.

If there are any mental and emotional barriers about yourself, your potential customer or your products and services, it is not possible for you to be in an open state of NO expectations. These barriers will stop you from discerning the potential customer’s true needs.

When these barriers are removed, it allows you to engage with your prospective customer with integrity, without any taint of manipulation, so that you can genuinely deliver value to them.

What stops you from discovering your potential customers’ true needs?

Mental Barriers – the thoughts you believe
  • Having expectations – they limit potential outcomes
  • Having a pre-determined agenda – stops you from listening
  • I must achieve my sales budget
  • I must impress
  • I’m in a hurry to close the sale
  • What will the boss think if I don’t close this sale
  • I’m not good enough
  • They don’t like me
  • They are not really interested
  • They don’t understand
  • I don’t know what questions to ask
  • It’s all about me
  • I’ll forget my sales presentation
  • I don’t know how to overcome every objection
  • I don’t know all the answers
Emotional Barriers – how you feel when you believe those limiting thoughts
  • Fear of rejection
  • Fear of embarrassment
  • Fear of failure
  • Fear of Panic attacks
  • Feeling desperate
  • Feeling confused
  • Feeling helpless
  • Feeling nervous and anxious

When these mental and emotional barriers are removed, you step into a state of high integrity and genuine desire to be of service – the Zone. This allows you to effortless ask the most effective and relevant questions, so that you can add value to your potential customers and their business. This sets up the greatest potential for a positive win-win outcome for you and your prospective customer.

Keeping Customers Happy

Happy customers are the life blood of any organisation. They are the best source of business – either through repeat and expanded purchases or referrals to new business.

Most happy customers would be delighted to refer you to their contacts, but they are generally too busy to think about it and therefore need to be prompted to do so.

What stops you from asking for referrals?

Mental Barriers – the thoughts you believe
  • I don’t want to waste other people’s time
  • People don’t like being imposed upon
  • If they wanted to give me referrals they’d do it without my having to ask
  • I keep forgetting to ask
  • It is not a priority – I don’t have the time
  • What would I say if they said no? It would spoil our relationship
  • Referrals are a waste of time – they are not qualified
  • I’ll look desperate – like a loser
Emotional Barriers – how you feel when you believe those limiting thoughts
  • Fear of rejection
  • Fear of embarrassment
  • Feeling desperate
  • Feeling nervous and anxious

When these mental and emotional barriers are removed, you find yourself confidently asking for referrals without hesitation or expectation. Therefore, you are able to remain in a state of calm even if you occasionally don’t get a referral.

Note: Do not assume that your customers are happy as long as they are not complaining. For you to receive referrals from happy customers, their level of satisfaction has to be very high indeed. In fact the level of service you provide will need to stand out from the crowd!

To register for the next High Zone Intensive Program for Breaking Sales Records event, call Michelle on 0404 808 750.

To find out more about how to remove these barriers and achieve amazing results in sales, please see our Individual Programs or our High Zone Intensive Program information. 


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Phone: +618 8356 4160


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