Written by Sean McPheat |
6 January, 2020
We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in.
However, we always point out that you could have the best processes in the industry, the most valuable product in the market place, or the cheapest price in your area. But if you’re missing one key component, it will all count for nothing, and that one thing is a healthy sales mindset.
What is a ‘mindset’? We may think we know, but could you define it if asked?
Here is one definition: A fixed mental attitude or disposition that predetermines a person’s responses to and interpretations of situations.
Here’s another: A collection of thoughts and beliefs that shape your destiny
And one more: A set of assumptions, methods, or notations held by one or more people or groups of people, arising out of a person’s world view or philosophy of life.
By analysing your mindset, you have a clear picture of your philosophy, beliefs and thinking about life in general and your input into that life in particular.
When it comes to sales, having healthy mindset is paramount to achieving your goals. Without it, you are at the mercy of situations that occur around you, most of which are outside your control. Having control of your mindset will determine your future thoughts, the processing of those thoughts, the actions you will take based on them and the results you will get from those thoughts.
So, what would be the best way to develop a healthy mindset?
Here are four components that will assist you in maintaining a healthy outlook and developing more control over your future.
1) Get the NEED for the sale off your mind.
Feeling ‘needy’ is not a good mindset to cultivate. As soon as you feel you ‘need’ something, you start experiencing pain and focus in on what is currently wrong. This focus attracts negativity and doesn’t allow you to concentrate on what you could do to create more sales.
Instead of thinking ‘I need sales’, start thinking ‘How can I attract more sales? What can I do to make my products more attractive to prospects?’
Do you see the difference? Being needy puts more pressure on yourself and the prospects you talk to. By changing the mindset to become more attractive to prospective customers, you relieve the pressure and become someone who creates reasons for people to approach you instead of you having to sound like you are desperate.
2) Don’t assume anything.
Making assumptions means believing something that you accept as true without question or proof. This could be right in some cases but can lead to challenges if the mindset that created them is erroneous.
Instead, adopt the mindset of curiosity and do your research before coming to conclusions. For example, if one of your products is selling well in one market, don’t automatically assume it will in others. Look at the logical and emotional reasons why it is doing well in one area, and see what needs to be repeated for it to sell as well in other markets. If it doesn’t, explore the reasons and rationale behind it.
3) Focus on HELPING your prospect
We have said many times that people don’t buy your products or services. They buy the results they will achieve if they make that choice.
Companies will make a choice to buy from you if they see you ‘helping’ them in some way. By helping, we are referring to taking away some pain, or instigating some gain.
By having a helping mindset, you take the pressure away from the person having to make a decision, and instead showing them the overall results of what your product or services will achieve for them.
Help them to get better at something or ease their burden in some way. Or help them achieve greater things, simply by using you and your products.
4) Remember, you and your prospect are on the same side
Too many times, we see selling styles are confrontational or overtly aggressive in their approach. We have something they should want, and if they don’t then we need to be more forceful with them.
Instead, adopt the mindset of being on the same side as the prospect. What is it they want from their business? What issues are they experiencing at present that you could help them with? How will they measure success in the future?
By working from this angle, you have a different approach and can analyse the results they want to achieve without putting on pressure. This creates a mindset of partnership and collaboration, with your products acting as the catalyst for improvements.
Having a healthy mindset means putting your own self-interests on the back burner as you build longer-term relationships with prospects and customers alike. You are able to maintain those partnerships for longer, because companies recognise they are better off working with you than without you.
Identify how you can put these ideas into practice and see the effects they have on all other aspects of your sales techniques.
Are you looking to start or progress your sales career? Our Essential Selling Skills course will provide you with all the essential techniques.