We’ve all seen the inspirational posters that tell us to imagine success. They may seem trite or overly simple, but the truth is that many of the top people of their fields use visualization techniques as part of their road map to success.

Athletes use it to gain an edge on their competitors. Fortune 500 companies and high-powered CEOs use it to help them close deals, become more confident, lower stress, and solve problems.

And there is some solid science behind it too. In one study, for example, weightlifters were asked to imagine adding more weight, rather than just doing it. The result? They reaped real benefits in the form of muscle strength. On average, they gained 30 percent more muscle than those who had not imagined the extra weight.

And what was most surprising was the fact that the visualization group actually gained nearly half as much muscle mass without the actual physical workload increases.

Working Out in Your Head

But how does that help in the professional salesperson? Well, brain scans show that thoughts produce the same mental instructions as actions. Visualization impacts many cognitive processes in the brain, such as perception, motor control, attention, planning, and memory. In essence, you are training your brain for actual performance. This could be a sales pitch to a big client, getting that promotion, or even asking your boss for a raise.

Imagine meeting that big client and giving him your sales pitch. See the room. Hear his voice. Smell the coffee. Use all your senses to put yourself in mind and actually “see” the whole process from start to finish. And do this more than once. The more you visualize the event, the more you will be ready when the time comes to actually “close the deal” in real life.

So, exactly how do you put this into practice?

Setting a Goal

What do you want to make happen? Set your goal – just be sure to focus on the positive rather than the negative. In other words, focus on what you want, and not what you don’t want. The basic idea is to focus on what you CAN control and not on what you can’t. A smart public speaker will focus on the speech and not the applause at the end. If you visualize yourself with a positive response – seeing yourself smile, relaxed, and optimistic – then those responses will be more natural when you put them into action. Remember, you are in control of your actions, and picturing yourself doing them will help you keep your calm.

Practice. Practice. Practice.

Then practice some more. Visualization does not come easily to everyone. In fact, most people struggle with it. Closing your eyes to bring up crystal-clear images is usually a skill that takes time to develop. Everyone has the ability to visualize – it just takes practice.

Be consistent. Set aside a few minutes every day to practice your visualization. It helps if you commit to the same time each day rather than trying to fit it in whenever you think about it. Find a time that is stress free. Many people find the best time for them is first thing in the morning before they have had time to think about the oncoming stress of the day.

Even if you do not feel it is working, keep at it. It will become easier until, one day, you will not only be able to see that crystal-clear image, you will be able to hear, feel, and smell it as well. Even if you do not think it is working, stay with it. Your brain will reap the rewards – and so will your career.

For more tips on achieving and maintaining a Peak Performance Mindset, please contact me – jcrosbie@proactivate.net or 214/720-9922.