The other factor that makes up your state is simply your focus. What you are focusing on in any particular moment will control whether you are in a good state or a negative and not productive state.

So I want you to ask yourself when you are about to meet your customer what do you focus on? Do you focus on "Oh God, I'm going to mess up again, I'm not gong to be able to close this person" or what you are focused on is "Great, this is a new person I can sell products to and once they realize that our product is the best they probably are going to buy from me."

Notice that either you focus on the first thing or the second thing, in here, the chances is tha which ever you focus on is probably what's going to happen. Its been proven time and time again in studies that people who are optimistic and focus on what good can come out of things are that the people who are more productive and who achieve their goals and their results much more than people who are pessimistic.

Think about it, when you start to be optimistic and when you start to focus on the good things that are going to happen, it will put you in a good state, and you are going to be more persuasive than if you are focusing on bad things and putting yourself in a bad state.

So, what are some of the things you can focus on before you meet a customer? One of the things that I teach in all my courses is that the first thing I like you to do is 'focus' on something that you like about this person, even if you don't like them focus on something that you could like about this person. This is important because when we like someone there is a greater chance of them liking you back. This is one of the focuses in building rapport.

What I want you to do is focus on some thing first, what you like about them and the next thing I want you to focus on, is how great it is that you get to share your product and ideas with them. Now, I know some of you might say "Oh, it's not going to be that great". You are being pessimistic; when you are like that, that's for sure it's not going to help you sell your product or your ideas.

So I want you to focus also on your product and ideas being the best thing for them. If you can totally believe in that, then it is much easier for you to communicate that to your buyer or customer out there.

So remember, two ways to control your state are your physiology and what you focus on. Focus on things that are going to be productive for you, things that are going to help you increase your sales rather than focus on things that will bring down your sales and bring down your state.

Your state, I believe, is the number one thing in selling something to someone. You have to put yourself in a good state before your customer and you have to be personally in a good state when you are with your customer.

One of the things I get asked about is 'objections'. How to deal with objections? Often mistakes that people make when they deal with objections is that they let themselves fall into a bad state and that's what defeats them, not the objection.

The customer sees them going into a bad state and feels that "gee, may be this person really don't believe in their own product and if they don't believe in their product then why should I believe in their product?"

So remember, number one thing is to consistently check your state. One of the things I want you to do this week is focus on what you're doing, what you are focused on before you meet your customers, measure that and notice what you are focusing on and start to change it and focus on the positive things that will happen.