AIM Training founder says that, in today’s volatile business environment, human connection in real time is more important than ever.

Have you ever felt fear or anxiety focusing on making your sales or business goals? Or continued to replay a recent loss in your mind over and over again, to the point where it becomes a drain on your energy and enthusiasm? I have lived both these scenarios many times in my sales career. With a slow economy adding to the constant pressure to generate revenue, we may be put to the test to find new ways to improve performance now more than ever. I came across a solution: Ask better questions. I always ask: How can I make this better now? What have I learned from the past? What can I do different next time?

In the world of sales and business development, the ability to ask better questions and live in the power of now can be transformational. Staying present enhances focus, boosts productivity and supports effective decision-making. Today, distractions such as technology are real challenges. Here’s how embracing the present moment can amplify your success in sales.

Take Decisive Action

Prospecting with intention: Approach prospecting as a structured activity. Focus on quality interactions rather than sheer quantity.

Action tip: Allocate specific time blocks for prospecting daily, and aim to truly understand your potential client’s needs and motivations.

Follow-Up with Consistency

Timely engagement: Respond promptly to inquiries and maintain regular contact without overwhelming your prospects.

Action tip: Create a follow-up schedule tailored to each client, using reminders to ensure timely interactions without letting too much time lapse. Most customer relationship management software allows for scheduling follow-up with contacts or tasks. Putting a simple follow-up reminder in a calendar works just as well.

Handle Objections with Confidence

Stay present in dialogue: Handle objections by being fully present. Listen actively to understand the root concerns and address them with empathy and clear solutions.

Action tip: Practice active listening during all sales conversations — acknowledge objections, pause to consider responses and respond thoughtfully.

Be in the Moment

Mindful listening: Focus completely on conversations with prospects and clients. This not only builds trust but also encourages deeper connections.

Action tip: Start meetings with a brief pause and a deep breath to center yourself and prepare to engage fully.

Avoid Procrastination

Set micro-goals: Break larger tasks into manageable steps, keeping momentum alive and avoiding the trap of procrastination.

Action tip: Limit digital distractions during your work sessions, allowing full focus on immediate tasks. Schedule “Power Sessions” where you set a timer for a certain amount of time (15, 30, 45 or 60 minutes) to complete a task uninterrupted that you are avoiding.

Let Go of Future Worries

Prioritize progress over perfection: Keep moving forward by focusing on small achievements instead of overthinking future challenges.

Action tip: Begin each day by identifying three achievable goals, keeping you grounded and being self-directed. For example, in sales, you might set a target of how many contacts you will make for the day.

Learn from the Past

Reflect, don’t dwell: Analyze past interactions to learn valuable lessons. Use these insights to inform future strategies without lingering on past mistakes.

Action tip: Maintain regular self-reflection periods to review performance and adjust your approach accordingly. For example, ask: “What did I do well? What would I do differently next time?”

Common Pitfalls to Avoid

Over-multitasking: Avoid dividing attention across too many tasks. Focus on one task at a time to enhance effectiveness. When we focus on multiple tasks at once, we are unable to give each task 100%, which can lead to mistakes and missteps (I speak from experience).

Ignoring breaks: Prevent burnout by incorporating short breaks to refresh your mind and boost creativity.

By living in the present, you can navigate sales challenges with greater clarity and confidence. Embrace the power of now to unlock unparalleled success in your business journey.

Amy Lemire, the founder of AIM Training and Consulting Inc., is a Certified Speaking Professional — an elite designation held by fewer than 17% of professional speakers worldwide. With more than 30 years of experience, Amy has worked with diverse clients, from large corporations to individual entrepreneurs, helping them overcome obstacles, build confidence, and achieve sustainable success.

As a dynamic speaker, thought habit coach, sales trainer and consultant, Amy’s approach is rooted in her passion for building success habits that last. She combines her expertise in sales training, leadership development, and habit-building to provide tailored solutions that drive performance and create lasting change.

Amy is a certified Thought Habit Coach through the Og Mandino Leadership Institute (2019) and is a certified Life Coach through New Peaks (2015).

Amy became an Amazon #1 Best Seller in 2016 with her book From Zero to Sales Hero – How to Double your Sales and Income in 90 Days. She published her second book, From Zero to Speaker Hero – How to Achieve Fame, Fortune, and Fun as a Speaker, in 2019.