Sales Mindset - The Way Top Performers Think
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KEY MOMENTS:
1:00 1. I am a peer.
2:13 2. I don’t need this.
3:00 3. I bring value.
3:50 4. They need me.
4:50 5. I help my buyers.
5:51 6. I deserve success.
6:58 7. Rejection is part of the process.
8:32 8. No is okay.
10:28 9. I know my why.
1. I am a peer.
Top performers see themselves as peers—as equals—to their prospects. You must see yourself as their peer. At the end of the day, you’re both just two human beings who put their pants on one leg at a time. As soon as you start to think of yourself as somehow below or inferior to your prospect, the relationship becomes imbalanced. You are a peer.
2. I don’t need this.
What you'll notice about average and lower performing salespeople is that they go into every sales situation like they need to close it. And the prospect immediately feels that. So top performers in their head are thinking, I don't need the sale. Even if they actually do need the sale, or they really want to close the sale, they don't need it.
3. I bring value.
Top performers recognize that they are bringing value to the personal and professional lives of those that they sell to. That's one of the most important things that we must know, if we feel like we're tricking people into buying from us, well, we're going to be selling in a way that feels dirty. We must recognize that we bring real value to the lives of people that we sell to and that buy from us.
4. They need me.
We need to recognize that we are selling to prospects who have a particular set of challenges. And we through our offering can help them solve those challenges. So really the prospects that we sell to who are really good fits need us.
5. I help my buyers.
You are helping the people that buy from you. It's not about tricking anyone into buying or having that perfect line to get them to buy. It's about, hey, if there's real inherent value and we're having conversations to determine whether there's a fit, you know what? There is real value here. And I am helping the lives of the people that do business with me.
6. I deserve success.
We must think to ourselves: I deserve success. If you don't believe that, then you are in trouble. You've got to get there. At first, you can start to kind of fake it till you make it, but you have to work on that to really understand you deserve success, because I see it over and over again, all of this self sabotage along the way.
7. Rejection is part of the process.
Rejection is just a part of selling. In fact, it's a part of life. Rejection is simply a part of the process. And one thing that I've found about some of the most successful people in the world is that they get rejected a lot more than the average person, because most people want to live very well within their comfort zone to avoid that pain that comes with rejection.
8. No is okay.
Making no an okay outcome means you're taking all of the pressure off of that selling situation, because when you're putting lots of pressure on your prospects to say yes, they're much more likely not to say yes or to say no, but to do some version of, "oh, this is great". "Let me get back to you". "Let me think about it". They're going to give you that maybe, but in their head, they're thinking this isn't a fit. I want to move on. I just want to end this conversation. But most salespeople get so upset with a no that they're putting this pressure on the prospect to just basically get them to think it over. No is okay.
9. I know my why.
Top performing salespeople know exactly why they do what they do. We must be crystal clear on why we do everything professionally, because at the end of the day, that's why we do this thing called work. If we didn't have to work, if we were all just had billions of dollars in the bank account, a lot of us probably wouldn't work.
