1/10th of a Second: An Olympic Sales Story

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The Olympics are amazing for many reasons. One that has attracted my attention this time is the way the time of 1/10th of a second is used. When a competitor is behind by 1/10th of a second, it’s spoken about as if they are far behind. It’s like the leader has this commanding amount of time and space in front of the pack. Yet, they are all coming in at less than a second from each other. When you fully consider it, though, it’s a very small margin of error.

Have you ever experienced a similar feeling when selling? You’ve probably lost sales and thought to yourself, “If I had just done this one little thing, I would have gotten the sale”? Rarely do we say to ourselves, “Man, I blew that sale from start to finish. Big time!!” So, how is it that we miss little things, like 1/10th of a second at the Olympics, and lose sales?

The Neuroscience

When salespeople are trained, the emphasis is on following a process and procedure. I’ve taken many sales courses over my years in sales and sales management and they all follow similar processes. You have your steps 1 through 5, 6, 10 or however many they provide. The instructors all but guarantee that if you follow the process and procedures taught, you will get a much larger percentage of sales. If, after taking their training, you aren’t more successful in selling, then it’s because you didn’t follow their process and procedure as taught. It’s your fault. You fell back 1/10th of a second. This is all running in what is call the “Conscious” part of the mind.

What is happening in the other part of your mind, the “Unconscious” or “Subconscious”? This an important question, and here’s why: The conscious part of your mind runs at about 40 bits of information per second and can think in the range of 7-9 items at a time. Your unconscious mind runs as fast as 10 Petabytes per second and can consider an almost unlimited amount of information. Of everything going on around you at any point in time, your conscious mind is aware of 5% of the sights, sounds, smells, tastes, and touches occurring. Your unconscious mind records each and every sight, sound, smell, taste, and touch and has done so since before you were born.

No amount of sales training can cause your unconscious mind to engage. Processes and procedures are run by the linear thinking so-called “Left Brain” or conscious mind. So, how do you unlock this unlimited, but locked, mental potential? Just like the Olympic athletes, all top CEO’s and salespeople use meditation and/or visualization at some point each day. These allow the mind to go beyond the conscious and somewhat into the unconscious. It allows them to set intentions and see them becoming reality. However, this is only the beginning of what’s possible.

Dynamic Visualization

I’ve developed processes that takes people, some techniques specifically for salespeople, that unleashes their unconscious mind so that they have an unfair advantage over their competition. Dynamic Visualization incorporates facilitated and directed visualization, meditation, along with mindfulness, to get extraordinary results! My clients see immediate changes in their abilities to prospect, present, close, and follow up. They see tremendous positive changes in their sales in their first full sales cycle.

Do you want to be the Olympic athlete who has an unfair advantage and is outpacing the competitors with a “no excuses” for underperformance promise? Then go beyond 1/10th or even one full second past them with Dynamic Visualization today!

+++++++++++++++About Dr. Edward Lewellen++++++++++++++++

Dr. Edward Lewellen is an expert in creating methodologies for people to learn to use their mind; their beliefs, thoughts, and behaviors, and put them back in control of their lives and become top-producers. He is a Master Executive Coach, leadership and sales expert, and keynote speaker for some of the largest global organizations.

Author of:

Life Mastery: The Fully Functional Life

The 90-Second Mind Manager