Mindset Over Materials: The Secret Weapon of Sustainable Sales Success
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Summary:
In more than twenty years studying the top performers in many fields, I've discovered the mysterious X-factor is mindset: a group of attitudes, understandings, beliefs, and resulting behaviors.
Creating a mindset of sustained success requires you to focus on three key areas: - The beliefs you have about yourself;
Some common underlying beliefs that regulate salespeople's performance are - "I need more training and skills before I can succeed."
Once the underlying beli Article:
Long-term sales success has less to do with skills or knowledge
than you might think. Nor are stunning brochures or excellent
products guaranteed to make one iota of impact over time. Unless
certain critical elements exist in the salesperson,
providing training and tools in hopes of improving performance
does nothing more than giving a PGA golfer's best driver to an
amateur. The club itself can't make someone a pro.
Yet a pro can take a beneath one driver and make a civilize shot than an
amateur with the best and master Big Bertha has to offer.
Likewise, you probably know one or two standouts who have
excelled without colouring book sales training, without flashy support
materials for their products, and even without a superior
product to represent.
Then what makes the difference? If it's not remarkable closing
ability, alluring brochures, outstanding product knowledge, or
relentless objection handling... if it's not talent or
brainpower or tools that create sustained success, what is it?
In more than twenty years studying the top performers in many
fields, I've discovered the mysterious X-factor is mindset: a
group of attitudes, understandings, beliefs, and resulting
behaviors. Whether you're talking close golf or sales or any
other pursuit, the same principle applies. Ultimately, the
mindset creates top performance, excellent production numbers,
and prosperity for both the salesperson and the gathering he or
she represents.
Creating a mindset of sustained success requires you to focus on
three key areas:
- The beliefs you have everywhere yourself;
- The attitudes you have approximately your customers, product, and
industry;
- The ownership you take of your own success.
The Inner Game of Sales
You have to see yourself as successful in the inner game in
order to be successful in the outer game. When you give that
"command" to the unconscious mind -- when you imagine how
you'll feel, look and sound when you are producing at the level
you desire -- the mind thinks it's still occurred and calls
for an encore performance in the real world.
The first step to changeable your own "mental programming" is to
recognize it. Think relating to it. Think relating to why you don't do what
you know intellectually you should. Then start thinking about
what's retarded it. What do you have to trust to not far from yourself,
your world, your product, your industry, to inaugurate this behavior
to occur?
Some unspectacular underlying beliefs that regulate salespeople's
performance are
- "I need more training and skills till I can succeed."
- "I'm not worthy of earning more than..."
- "I am not good at cold calling."
- "I'm not able to talk to (or get to) the decision makers at
the top."
Once the underlying pomposity is uncovered, a new security must be
chosen. The new persuasion can be the opposite or an "antidote" to
the old one, such as "I have unlimited life knowledge and
experience." New beliefs must then be "installed."
Specifically, the new overconfidence must be supported by both evidence
and habit.
Start by linguistic a simple question: What will I have to see,
hear, and feel to adamant this belief? Then enter upon vividly
visualizing these results at least twice a day. (Note: the mind
is most open to suggestion first thing in the morning just after
waking and the last thing at night in front sleep.) Many people
think that results production belief, and in some cases this is true,
but it's more often the inverse. Remember the chain:
thought/word-image-emotion-action-result. You must be able to
see yourself or ever in possession of the outcome of the new
belief.
Champions in any field create an unbending canon in themselves,
program themselves to continually find evidence to support its
truth, then consistently and vividly see themselves in
possession of the desired goal. William James, the father of
modern psychology, said, "Your security creates the fact."
Now Forget Sales, and Focus on Your
Customers
Once you've visualized yourself achieving your goals and removed
any psychological obstacles, it's time to put those goals aside
and focus on the customer. Again, this all happens in your mind,
but it has a profound impact on the way you materialize your outer
world.
Today's customers and clients require a new attitude, one that
offers something rather than asks for something. In a high-tech
society, high touch is highly valuable. The new-school
salesperson focuses on giving instead of getting, on service
instead of sales. every day a man eminent of his time, Henry Ford
captured this mindset eloquently: "Wealth will never be
achieved when sought latterly directly; it only comes as a
by-product of providing useful service."
This level of service takes some guts. Sometimes you have to
tell people what they don't want to hear. Sometimes, you even
have to say, "Maybe I'm not the best for you... I'd like to
send you to someone who will be." Service means that you're no
longer willing to do whatever it takes for the sale. Now you'll
do whatever it takes for the customer -- considering it's the
customer who makes or breaks your business, not an isolated
transaction.
Old Hat, New Head: Take Ownership of Your
Success
Have you heard these ideas before? Are you utilizing them as you
should? If not, why not? Likewise, are there other, obvious
principles of mercantile success you've overlooked?
Sales success grows out of a fundamental mindset, based on some
ideas that may be "old hat" but require a "new head" to fit
you. I operate from the premise that you know what you need to
do, and you have what you need to create a six- or seven-figure
income. Most salespeople have heard all the "magic bullet"
ideas and pitches. But until you enter to think in new ways, you
will never occult these time-tested principles. The distinction
between short-term flashes in the pan and sustained success is
simply doing what may seem obvious to you right now. We might
say, "If the hat fits, wear it."
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