Is there a secret psychopath inside your head? Do you sabotage your sales conversations before they have even happened? Or have you mastered control of your thoughts, confidence and sales success? In this week's blog Jen looks at how to overcome the (often psychopathic) beliefs many of us hold about sales and shares 6 mind-hacks of top performers to show that thinking the right things will powerfully influence your success.
Shut your eyes. No wait a minute… read the next paragraph and then shut your eyes.
OK, shut your eyes and think about the colour blue. Make it really vivid in your mind. Believe that blue is a strong colour, a colour that stands out above all others. Hold that colour, strong, for 20 seconds. Then open your eyes and look around the room.
Now shut your eyes and think long and hard about yawning. Believe that it is good to yawn, to relax. Imagine the oxygen filling your lungs and visualise yourself stretching out and enjoying a big yawn.
If you immersed yourself in the challenges above then you will be have just experienced the power of the mind. In a few seconds you focused your thoughts and, if you are like most people, you are now sat with your mouth open, noticing all the blue things in the room.
These challenges highlight an important point on the power of the mind. Just by focusing your thoughts for a few seconds, you have influenced what you see (blue) and what you do (yawn).
Ready to go a little deeper? OK, let's go...
“Your beliefs become your thoughts,
Your thoughts become your words,
Your words become your actions,
Your actions become your habits,
Your habits become your destiny.”
- Mahatma Gandhi
Take a look at this common scenario in sales.
Jo believes that people hate being called by salespeople. As she picks up the phone, she cringes and thinks “I hate making phone calls, they’re going to think I am a pest”.
Because she is thinking negatively, she says,
“I’m sorry to bother you, I know you’re busy, but I was just wondering…. “
By doing this, Jo plants two things in her prospect’s head:
She tells them she is bothering them
She reminds them they are busy
Needless to say, there is more chance of a negative outcome.
To conclude the downward spiral, the negative outcome reinforces Jo’s belief that ‘people hate being called by salespeople’ and so next time she apologises (or procrastinates) even more, creating a negative habit that ultimately leads to failure.
What you believe influences how you think. How you think influences everything you say. And what you say influences every outcome you experience.
So, what can you do to break this downwards spiral?
Become in control of your beliefs.
Beliefs are just opinions that we hold to be true. And, scarily, some of the beliefs we hold in life are not even ours. Our beliefs were passed to us by parents, the media, friends, enemies and bullies. They have been forged by our good experiences, our expectations and more often than not, the varying degrees of unsavory hands that we have been dealt in life.
A key challenge that we have in sales is that much of the language embedded into our conversations is anchored around the negative.
We are told to prepare our attack, hunt our customer, find their pain, open their wounds, destroy the competition … whilst all the time smiling while we dial.
Now, imagine if you told a child that he had to go to the playground... and hunt. That finding opportunities was tough, conditions were fierce and the competition was strong. That he should smile sweetly whilst planning his attack. That he should win opportunities, beat the competition and prepare strategies around what to do if they become defensive.
By the end of the day no-one would want to talk to him.
This is what often happens in sales. Through the language we hear, many of us subconsciously hold negative beliefs about sales. These beliefs, coupled with our own (often negative) beliefs about our own capabilities, become ingrained in our thoughts. And they become present in every word that we say.
So if you ever feel awkward in sales situations, remember: every sales problem starts with a mindset problem. Check in with the 6 mind-hacks and start re-framing your brain for success.
The 6 mind-hacks of top sales performers
From coaching 1000s of salespeople across EMEA, I have found that there are 6 beliefs, or mindset philosophies, that are consistent amongst the top 5%.
The beauty of these mind-hacks is that they get great results by boosting your confidence, expert power and assertiveness. Ultimately this means that selling feels good.
I have consolidated all my research, blogs and training seminars into our free mindset guide; 5 Top Performer Tips for a powerful sales mindset. Download it here, and dive deeper into each mind-hack by clicking the links below:
Reframing your brain to live by the philosophies of top sales performers will not happen overnight. Beliefs are often deep routed and take constant reflection and adaptation to change. You'll need to make your new mindset a habit.
However, once you achieve these mindset principles you will find they serve you not just as a top performer in sales, but as a top performer in all areas of your life.
Remember you (and only you) have the power to control of your thoughts. Choose to yawn. Choose to see blue. Choose to think like a top performer. The choice is yours if you choose to take it.
HOW CAN I INSPIRE MY TEAM TO ADOPT A CONFIDENT SALES MINDSET?
Got a sales team? Want some ready made training material to use in your next team meeting?
2. Print off the ready made worksheets to use in your next team meeting
3. Follow the examples and coach your team to strengthen their mindset
LIKE THIS BLOG? YOU'LL LOVE OUR SALES MINDSET SUCCESS PACK
Increase confidence with 6 mind-hacks of top performers
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Strengthen influence with powerful persuasive language
Download the mindset success pack for free here
Or order your very own Top Performer Journal today.
Blog written by Jen Wagstaff, CreativeMind Sales Training
"Are you yawning at my blog?"