Keywords are a powerful tool for sales success. You can use them to boost your focus, mindset, and performance.
I discovered their impact about 30 years ago, when I was a 20-something actor in New York City.
I was often frustrated with myself during and after auditions and performances. Sometimes I was an exceptional actor, sometimes I was incredibly forgettable.
So, I asked myself: "What is it that makes me good when I am good?"
Upon analysis, the answer was clear. When I was great, I was highly present. To help ground myself in the moment, I came up with three words: “Look,” “listen,” and “loud.”
Repeating these words to myself reminded me whom I needed to be and what I needed to do at any moment on stage, in front of a camera, or during an audition.
Keywords Increase Motivation and Engagement
I left acting at 29, entered community college, worked my butt off, got into a top 10 program at UCLA for my bachelor’s degree, then got into Purdue's top 20 MBA program.
I became a Fortune-20 Vice President in Corporate Banking and Finance Business Development after business school, sourcing and managing well over $1 billion in corporate relationships and alliances. After which I started, then sold, my own company.
It wasn't until I founded my current business, Peak Performance Leadership, that I remembered this powerful tool I'd created for myself decades earlier.
I was deeply enmeshed in a project I hated and couldn't find the motivation to complete it.
So I asked myself: "Whom do I need to be and what do I need to do to reach peak performance in my current goals, aspirations, and dreams? And, in particular, in this current project?"
I came up with: "Bold," "certain," "action," "fun," and "love."
I wrote these keywords on the white board in my office and would repeat them to myself many times a day.
These steps made a profound difference in my mindset, productivity, and results. The agonizingly painful project became fun and rewarding.
Sales Success Is Half Sales Skills and Half Mindset
I’ve been a salesperson. In fact, I still am for Peak Performance Leadership. I’ve also been a vice president, leading and managing up to 60 salespeople and sales managers.
There are definite sales skills -- both strategic and tactical -- that greatly increase our likelihood of success.
But, in my experience, at least half of the success battle is found in our mindset. Our motivation. Our passion. Because this is what drives our habitual behaviors and actions. It also drives our effectiveness in the moment.
All those great sales skills we’ve learned are useless without a high-level, positive, passionate mindset and action.
How You Can Use Keywords to Drive Peak Performance.
Want to try out this mental technique for yourself? It's easy to get started.
There are a few simple rules to follow when selecting keywords:
- Choose between three to five words -- no more.
- Make them positive: Not whom you don't want to be or what you don't want to do, but whom you must be and what you must do now.
- Pick keywords that have a deep, personal meaning to you. Passion promotes an exceptional mental state, focus, and behavior.
Use reminders in your environment and alarms on your phone to remind yourself to say your keywords periodically over the day. They will make a huge difference in your work experience and in your sales results.