backwards mindset

Do you have a backwards mindset? What’s that, you ask?

Folks in sales who have a backwards mindset have in mind that all of their customer and prospect interactions must end with a closed deal.

This really must be eliminated. Changed.

When you have this mindset, you are playing the “short game” and you may never realize long-term results or it will be a long way down the road.

Quick “turn and burn” sales today will lead you to nothing tomorrow.

Sales is a process no different than farming. There is a natural order to growing relationships no different than growing food. We have to PLANT, CULTIVATE and then HARVEST.

Unsuccessful, hurried salespeople throw seeds all over the place then pull the first thing they see coming out of the ground and run.

Success is a MIND GAME.

Your MINDSET will determine your levels of success with everything.

MINDSET is EVERYTHING when it comes to success in sales.

Repeat this, religiously.

MINDSET is EVERYTHING when it comes to success in sales.

The most important sale you’ll ever make is selling yourself on the concept of mastering your mindset. If you do not buy into this then you will struggle to sell anything to anyone else.

At its core, nothing about the sales process is difficult. You can do ALL of the following:

  • Start a conversation
  • Build rapport
  • Ask questions to uncover needs
  • Offer solutions for those needs
  • Answer questions and address concerns
  • Ask for the sale
  • Request introductions to friends and family

But you must start by asking yourself: “What is in the BEST interest of my customer?”

YOUR goals and compensation plans should NEVER come into play during the sales process.

Too often salespeople stress about the process because they need a sale or they need a commission or they need a customer to buy something so they can qualify for a promotion.

Those who succeed at a high level for a long period of time and EARN more referrals than everybody else are those who understand that sales are NOT about THEM.

Your prospect’s or customer’s needs are the ONLY thing you need to care about.

You’ll come to realize that some of your best interactions will never lead to a sale. But demonstrating you understand and care that they are well taken care of will earn you more in the long run.