MASTERING THE SALES MENTALITY
Sales can be taught from a book, you can give a lecture, or even teach people to make calls. But unless you understand that there’s a particular mentality that goes into sales - you’ll never master it.
You may have heard coaches in movies tell their athletes something like, “it’s 10% skill, 90% heart”… the same applies to sales. If you don’t have that passion and that hunger, no amount of textbook knowledge will bring you success.
Mastering a sales mentality means mastering mentalities about work ethic, rejection, people and success. This is something that takes time, but why not start now, right?
STAY HUNGRY
Every successful salesperson is ambitious, driven and works hard.
They understand that to overtake their competitors, stand out in the market, and well - make money - they have to work harder, longer, and smarter. This isn’t to say every salesperson has no life, but it is to say that every salesperson believes sales is a big part of their life.
If you don’t want it enough to fight for it, you probably don’t want it.
INTEGRITY OVER MONEY
Remember your teacher in primary school telling you “honesty is the best policy”? Same rule applies in sales.
Being sneaky and lying your way through deals just to earn yourself more money, will end in people figuring you out, your reputation getting ruined, and losing the money you lied to get.
In sales, your reputation is gold dust. 3% of people consider salespeople to be trustworthy… no joke (HubSpot). You may say “this is a load of rubbish”… but these opinions have to come from somewhere.
But you have a chance to change the narrative. When people speak to you, they leave with a positive feeling about you, your services, and your company. It may be harder to not follow the crowd, but it sure does bring better results.
NEGATIVITY KILLS SUCCESS
Sales can be one of the most demotivating and mentally draining roles. But it can be one of the most rewarding and inspiring roles too.
Focusing on the deal you lost, the client that pulls out, or the mistake you made will just make you want to give up… or beat yourself up until your body gives up for you due to burnout.
You never succeed first time around in any job, let alone in sales when you have to convince, negotiate, objection handle and close deals. Sales literally revolves around other people wanting your product or services. It takes an average of 8 cold call attempts to reach a prospect… But you reach them in the end, don’t you? (CRM Next)
Walk into work with the mindset that whatever gets thrown your way, you’ll keep trying, you’ll look to the end of the tunnel, and you’ll celebrate your wins.
UNDERSTAND PEOPLE JUST AS MUCH AS YOUR PRODUCT
Ever approached someone with your amazing product, explained every little detail, and why it’s so different from other models… and they say they don’t need it? Ouch.
This is because you’ve taken time to understand what you’re selling, but you haven’t taken the time to understand the consumer.
Who’s your target market?
What problem do they have?
What solution do you have?
If you don’t understand your ideal person, you’ll assume every person on the planet is your customer, every single person has the same needs, and every single person needs your product. Only 13% of customers believe a sales person can understand their needs. (The Brevent Group)
Not to mention, being overbearing about the product takes away the opportunity to build rapport with a customer and discover what angle to take when selling. Be personable and make it your priority to understand the psychology of a consumer just as much as the importance of your product.
THERE’S ALWAYS SOMEONE BETTER THAN YOU
Did that one hurt your ego? Well it shouldn’t.
Mentees are 5 times more likely to be promoted than those without a mentor (Gartner). Believing you’re good at sales is beneficial, but believing you’re the best at sales is destructive.
Allowing seniors in your company to give you input, and actually approaching them for it, would be amazing for your knowledge, and also display you as being hungry and humble to your boss. Win win, right?
Pride stops you from learning from people who have been in the industry much longer than you.
- Written by Shannon Matthews
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