How Upgrading Your Sales Mindset Can Win You More Deals
In sales world there is a lot of time spent discussing and focusing on targets, deals, activity, performance and so on. Quite rightly so. Unfortunately, the same focus is not always given to the sales mindset of the individuals responsible for delivering the results.
~ A set of beliefs or a way of thinking
that determines one’s behaviour,
outlook and mental attitude.
Surely it stands to reason that if a salesperson does not have the right mindset, their activity, behaviour, performance and ultimately their results will be effected.
By understanding how our mindset works for us or against us we can start to take control of our success.
I call it a Sales Mindset Upgrade.
1. Talking to ourselves:
Everyone has their own internal dialogue. We talk to ourselves constantly. It’s easy to spot when we need to make a tough decision. We weigh up the options in our mind to help us decide on the best way forward.
“It’s not what you say out loud that determines your life. It’s what you whisper to yourself that has the most power” ~ R. T. Kiosaki
2. Thoughts into action:
Our internal dialogue leads to what we do and how we do it. Say you managed to convince yourself that standing up to deliver an important presentation to a room full of people is going to be terrifying. You now strongly believe you will forget what to say, how to say it and you will look foolish. Consequently, when an opportunity comes up to deliver a presentation you will be the last person in the room to volunteer. However, someone who believes that with careful preparation and planning it’s a great opportunity for them to be seen to take the lead. As a result, they rise to the occasion, they are the first to take action. They volunteer, deliver a great presentation and get a stellar feedback. This, in turn, makes them feel warm and fuzzy about their actions and abilities.
“All action results from thought, so it is thoughts that matter” ~ Sai Baba
3. Action vs. Reactions:
How we behave and the actions we take are observed by the people around us, our colleagues, boss, customers etc. The more positive and proactive our actions, the more positive the reactions we receive from the people we come into contact with.
“Life is an echo. What you send out comes back” ~ Unknown
4. Reactions into Results:
The cumulative effect of taking positive action is you will start to see more and more positive results. This in turn translates into more positive internal dialogue. Here’s how it becomes a beautiful, continuous cycle:
There is very little in life that we can completely control. What we can control however, is our internal dialogue. We can choose what we think and what we focus on. Hence, by upgrading our internal dialogue, we are upgrading our core operating system. No, it isn’t always easy. And yes, it can feel impossible at times, to focus on the right thing at the right time.
With practice however, it does get easier.
“Whether you think you can, or you think you can’t, you’re right”