Imagination: The Key to Improved Performance

Can you imagine how your sales presentation would improve simply by assuming that you were the one who invented and produced your company’s product? Can you see yourself spending countless hours developing and improving your product and talking to your prospects about it? Can you see yourself filled with that special pride and enthusiasm?

Granted, you are not an inventor, but you can visualize for a moment how this person would talk about his favorite subject. Now, compare this person with the sales rep whose product remains an "alien" and "foreign matter" in his mind. Can you see the tremendous difference?

Can you imagine how your personal enthusiasm would increase simply by imagining that you were the founder or the president of your company? Can you see yourself explaining your company’s achievements, your current commitments, and future goals?

Of course, you are not in their place. However, you can visualize their enthusiasm, pride, and ambition. As long as your company remains an impersonal and separate entity in your mind, you will speak of your company as "them," "they," and "theirs" instead of "us," "we," and "ours." Your customers will follow your lead, and your company will remain impersonal and separate in their minds.

Can you imagine the best sales rep in your industry? What would be the key to their success? The answer is simple: The best salespeople believe in their product, in their company and in themselves. Their key to success lies in the active use of their imagination. It’s your key to improved performance.