Mindset Determines Sales Success

You may already know that I’m a big fan of Alex Goldfayn. Our approach to prospects and clients is similar – rooted in a foundation of service to them. Everything changes once a salesperson (or company writ large) adopts this philosophy… Proactive calls become more comfortable; the client experience a willing, caring partner that is engaging to help them succeed; revenue and profit naturally follow.

Alex sent a message to his mailing list last night regarding mindset that resonated with me. I have excerpted it below. I hope it’s inspirational to you as well.

The story begins with his daughter, Bella, not feeling very confident about a sporting event she is about to compete in. Her mindset caused her to get the result she anticipated and she didn’t perform well. Here’s the rest from Alex.

…But you and I are working adults and our livelihood depends on our success at doing what we do. And for many of us, this means picking up the phone and making proactive calls to customers and prospects. We can go in to this often uncomfortable activity with various mindsets:

• I don’t want to bother them and make them upset.
• If they wanted to buy something else, they’d ask me.
• hey know everything I sell already anyway, so what’s the point?
• I’m going to do my best to help them and then move on with my day.
• I owe it to them — and my family — to try to help them more. After all, they’re far better off with me than with the competition.

In every single case, you will behave and, in turn, sell accordingly.

Either meekly or confidently. Either carefully tip-toeing around the customer or boldly trying to help.

Behavior follows mindset. Sales follow mindset. You can’t outsell your mindset. It’s impossible.

Henry Ford said “Whether you think you can, or you think you can’t, you’re right.” It’s challenging work as it is, so we might as well decide that we can.