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In this blog post I’m going to talk about mindset - and specifically how your mindset can affect your sales results (yes, it’s that important!).
This subject has been on my mind, as I believe it to be the very basis of sales (and dating!) success. In fact, I very recently recorded a conversation with Glen Williamson, one of my co-authors of Sales Genius #1, which I’d love to share with you. He is an expert in how mindset affects sales, and you will gain some really valuable insights from him.
I really want to stress to you, that a positive mindset is a must-have, and you need to learn to utilise it to your advantage. If you've been reading my Saturday Sales emails, you'll know that i've been working on a brand new model around how sales is like dating (read more about it in this email) and I believe your mindset is essential for achieving great sales results - in the same way that it can influence the outcome of a first date; it can also influence a first encounter with a prospect. The way you feel about yourself and the way you approach a situation will really influence the impression that you give to other people.
Ever been in a room with someone who is in a bad mood, or is always negative? (I certainly have…) Then I’m sure you have noticed the energy they give off, and the effect that has on you and the people around. It’s not good. We all give off energy to people in our company. On a first meeting with a prospect - make sure this energy is positive to create a good first impression.
Having self assurance is also really important. I like to call it ‘humble confidence’. Prospects (and dates!) like to have someone who is confident, strong and assured, but also humble, attentive, and not self obsessed.
Your Dating Profile
It can be a good exercise to think about making an imaginary ‘dating profile’ for yourself. Think of all the things that would go in there; your circumstances, your outlook on life, your sense of humour, your life experience, your work history… all of these things (and more) make up who you are as a person. They show your prospects the value that you can add to their business, and how you can help them achieve their goals - you are not just someone trying to sell them something. These are the things that shape our personality and influence the way we relate to people. Just as you can see the relevance of these factors when dating someone - you can also apply them to a professional situation. Thinking through what you have to offer a prospect can clarify to you what you are bringing to the table and the benefits you can offer. Not just in what you can provide in a business sense, but also your character, your values - you as a person. Remember: people will be buying in to you. It’s that good old saying that proves to be true: people buy from people.
Your mindset before you go in to a meeting or a first encounter with a prospect can be make or break. Are we good enough? Can we listen without interrupting? Can we resist the urge to talk about ourselves and really engage with the prospect about what they want and need? Think back to some of your previous conversations with potential clients. Can you think of a time it went particularly well? Maybe an occasion where you just knew you could offer exactly what your prospect needed, you had been having success with existing clients, and you were full of confidence. How did that feel? How did your conversation go? How did your prospect respond? By building a great rapport with your prospect, you will have been able to see the influence this had on the outcome. Check out a previous blog post I wrote; How to Build an Initial Rapport with a Prospect for more guidance in this area.
The best sales people get their mind focused by thinking back to an amazing moment in their life, for example the time they closed a major deal, or delivered a brilliant new project. Think this way, and these thoughts, when you are going into a new sales conversation. In contrast; think of a time when you may have had a few knock backs - you were lacking in confidence, and sales were down. I’m guessing that prospecting in that situation will have felt quite different, and you may have found it harder to come across in as positive a manner (and may not have created quite as good an impression on your prospect). Sometimes it can be hard to identify just what went wrong, but for help on this, I outline how NOT to approach a prospect in this short video.
I liken the confidence you have, to how an animal will respond to you the first time you meet it. If you are hesitant and nervous - they pick up on this and may react aggressively. If you are confident and assured, then they feel more comfortable in your presence and will be more relaxed around you. Retaining a positive outlook is crucial, and nurturing this even when the chips are down will really work well for you. Now, it’s not easy - I know that myself. And I know no one can be full of positivity 100% of the time. It’s an ongoing process, and something you can work towards every day.
There are some great resources out there for learning more about mindset.
I love Steven Covey’s famous Seven Habits of Highly Effective People. It starts from the very basics - of outlook on life, relationship to other people, and the world around us.
For more book suggestions, LifeHack have created a great list of 8 business books that will change your mindset that is well worth checking out. I would also highly recommend investing time into yourself. Taking time away from work to make sure you are well rested and have spent quality time with your family; and also for some self development. Building resilience is key to being successful in sales. Try having a daily mantra you repeat to yourself (I like to tell myself ‘I am going to make a positive impact on someone’s life today’, as I am brushing my teeth in the morning!). It also helps to remind yourself frequently why you are doing this. The motivation behind your business, the reason you get out of bed and face your work head on, the goals you set out to achieve - never lose sight of the bigger picture. You will find that remembering your ‘why’ can be a powerful driver, and can help you develop a strong resilience day to day.
Reading books such as the ones mentioned above; (and not forgetting Sales Genius #1 which I contributed to!) but also watching videos (subscribe to my YouTube channel here for weekly sales tips and advice) and attending workshops and conventions.
And most importantly - practice! You need to be prospecting frequently - it is a crucial part of your business, and the more you do it, the more you will refine your skills and see success. These are all ways to build your confidence and develop a positive mindset that will equip you for prospecting. I really advise taking my Sales Success Test too. The questions will really get you thinking about the role of sales in your business, and the outcome may surprise you. Don’t forget to check out this week’s video on YouTube, where I outline the 5 mistakes to avoid making in sales.
With daily mantras and reflecting on positive results, you can build the resilience and confidence you need to take you to the next level!
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