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To use visualization, mobilize all of your senses and imagine a future sales call, down to how prospects will look and act while hearing your presentation. Visualize your prospects’ reaction to your presentation – a big smile and a nod of the head. Next, mentally rehearse your presentation, including how you will create value for your product, and silently rehearse your proposals. Visualize the ideal outcome of your presentation and your reaction when your proposal is accepted. Will you jump up and click your heels? If so, practice this in your mind. Rehearse your presentation word for word, out loud over and over, visualizing prospects’ reactions and your responses to their questions. Constant practice of visualization is a key to success and is an excellent confidence booster. While visualization has been referred to as instant replay, Spencer Johnson and Larry Wilson, in their best‐selling book, The One Minute Sales Person, call this technique “the one minute rehearsal.”²⁰

Another dramatic example of the power of visualization was seen in a video series about athletes in the 2018 Winter Olympics who visualize their dream performance. Biathlon competitor Lowell Bailey looks “at the snow and imagines himself as a bow with an arrow drawn, ready to accelerate.”²¹ Before a cross‐country race, Sadie Bjornsen, when she hears the count‐down timer, “imagines herself as bird flying up the hills.”²² Brenna Huckaby “goes to her happy place,” her home, and hears her mother’s voice saying, “Come on, baby!”²³