Sales Mindset

How to unlock longterm sales success.

 
Happy Wednesday to 10,234 SaaS sales professionals!

January marks the beginning of a new sales year for most people.

It's an important time to reflect and set your intentions.

One of the most overlooked aspects: having a strong mindset.

Why Is Mindset In Sales Important?

Your sales success depends on 3 pillars: mindset, habits and skills.

Mindset is the foundational pillar. It takes a strong mindset to build good habits. And the right habits will help you build strong selling skills.

Mindset = beliefs, attitudes and perspectives towards success, failure and growth.

Mindset in sales is important for 3 reasons:

1. Resilience: a strong mindset helps you overcome rejection in sales. (Trust me, there will be plenty of that.) You will bounce back from failure. When prospects hang up on you, you shrug it off. A growth mindset helps you learn from mistakes. And show up better and stronger next time.
2. Confidence: a strong belief in yourself and the value you can deliver. Customers will notice. You will be more effective and persuasive in your communication. You will appear more credible and trustworthy. You will be more desirable to work with. Confidence = attraction.
3. Adaptability: sales changes all the time. Technology changes. Market conditions change. Territories and quotas change. These factors are outside of your control and can throw you a curveball. A strong mindset helps you adapt & pivot. You can learn new skills and be successful longterm - despite short term changes.

How To Build A Sales Success Mindset

One of my favorite sales mindset books is The Go Giver by Bog Burg.

It's a short parable of a young man who completes an internship with a very successful business man. During this internship he learns the 5 Laws Of Sales Success:

1. The Law Of Value: your true worth is equal to how much more you give in value than you take in payment.
2. The Law of Compensation: your income is equal to how many people you serve and how well you serve them.
3. The Law of Influence: your influence is equal to how much you place other people's interests first.
4. The Law of Authenticity: the most valuable gift you have to offer is yourself.
5. The Law Of Receptivity: the key to effective giving is staying open to receiving.

I also like to call these the 5 Laws Of A Servant Sales Leader. Because that's exactly who I want to be. A sales professional who leads by example, and puts their sales skills in the service of others.

Applying The 5 Law To You

I encourage you to translate the 5 Laws into your own language. This will help you internalise them. Think of them as your personal Sales Mission Statement.

Here's mine for inspiration:

1. I bring value to my customers by demonstrating strong business acumen. I help them quantify the cost of inaction. I build strong business cases that help them drive decisions.
2. Every day I open doors to new accounts & prospects. I use scalable multichannel prospecting sequences. I reach out to ideal prospects based on visible triggers. And build my messaging around their industry & persona specific problems.
3. I generate pipeline in abundance to never depend on the outcome of a single deal. I refuse to treat customers with commission breath. I trust the process and focus on the problems of my prospects over my own.
4. I am the number 1 differentiator in every single deal. My customers buy from Me, not from my company.
5. I build a lot of wealth for myself by adding value to others. I earn the rewards, both money and recognition, by helping others achieve their goals.

Call to action: apply the 5 Laws to your unique situation and write out your personal Sales Mission Statement.

Send it to me if you want my feedback!

That's it for today! Thank you for reading.

Want to work with me as your sales coach in 2024 & build a system towards sales success?

Book a free Strategy Call with me to see if you're a fit for my private coaching program.