Have you ever wondered what the key component to selling success is?
Many will say the key to sales success is skill, perseverance and process and I’d agree. But, underneath all those defining skills and qualities is an overlooked and undervalued trait called Mindset.
There are varying definitions of Mindset. But, essentially mindset is a set of beliefs and attitudes that drive the behaviour and choices we make both negatively and positively in different circumstances.
The exceptional book ‘Mindset’ by Stanford psychologist Carol Dweck dives into decades of research on the science of achievement and success. It all boils down to ‘Mindset’.
In the book Professor Dweck speaks about Fixed and Growth mindset.
In a Fixed Mindset, people believe their basic qualities, like their intelligence or talent, are simply fixed traits. They spend their time documenting their intelligence or talent instead of developing them. They also believe that talent alone creates success—without effort. They’re wrong.
In a Growth Mindset, people believe that their most basic abilities can be developed through dedication and hard work—brains and talent are just the starting point. This view creates a love of learning and a resilience that is essential for great accomplishment. Virtually all great people and high performing sales professionals have these qualities.
Teaching a growth mindset creates motivation and productivity. In the worlds of business, education, and sports it’s proven to dramatically enhance relationships, resilience, performance and creativity.
© Carol Dweck
I clearly got excited seeing this and began exploring, learning, applying and teaching these ideas as a core component of my key account training. I recognised that growth mindset development begins in our everyday communication.
We have what I’ve called ‘fixed mindset leaks’. We use specific words and unseen limiting beliefs in our language unconsciously. Those words and the perspective we place on situations and people can have long term impact on your growth and personal success. It’s one of the major triggers for sales accelerated growth and performance and also for lack of growth and performance.
One of those words is ‘I can’t’. You may say as a sales leader or sales professional “I never say I can’t”.
You don’t have to say it for it to be seen you just have to behave it and what we see becomes a reflection of what you believe.
- When you put something off until tomorrow we see your mindset
- When you give up too early and don’t call the customer that 4th or 5th time we see your mindset
- When you make target and get complacent we see your mindset
- When you don’t make target and you make excuses we see your mindset
In the end it’s important to recognise that we can all have these moments. You can have moments of fixed mindset where you limit your ability. You can also have those transcending moments where you creatively solve a huge problem that saves a customer opportunity.
What can you do to be more aware of those ‘fixed mindset leaks’?
I want to introduce you to four ‘I’ statements. Each of these can trigger growth mindset behaviours that enable you to shift your skill, performance and results.
‘I can’ mindset
In an ‘I can’ mindset you meet challenge head on even when you have not previously experienced the circumstance or problem. You’re aware of your skills but also look for creative and collaborative ways to solve it.
Key question: In your selling approach do you take a proactive approach to new situations based on your skillset and openly look to collaborate with others to produce results? Or do you hide what you can’t so you aren’t shown up and bring in others to cover potential risk?
‘I will’ mindset
In an ‘I will’ mindset you have enduring perseverance to grow personally and overcome challenge. You very rarely get hindered by adversity and have strong determination.
Key question: In your selling do you avoid the hard choices and delay decisions because you don’t want things to show up badly for you?
‘I must’ mindset
In an ‘I must’ mindset you show a consistent commitment to doing the hard things that yield greater long term results over the easy things that have short term focus.
Key question: In your selling do you have a consistent daily discipline to do the activities that matter most to getting results for you, your business and customers?
‘I shall’ mindset
In an ‘I shall’ mindset you have a focus on the vision of who you’re becoming. You don’t get tied down in where you’re not and have an active positive outlook.
Key question: In your selling do you study your craft weekly and look for feedback so you can improve and grow?
Which mindset do you have more of and how does that impact the way you sell today? If you want to know more about the integration of mindset development in account management and key account success sign up to my account growth emails at www.jermaineedwards.com
By Jermaine Edwards, Founder and Author of the Key Account Hack. As a customer growth speaker and coach. Jermaine helps Key Account Managers, Managers of account teams, Solopreneurs and businesses around the world differentiate their value for retention and see up to 30% - 40% sales growth every year from their key customers. Using the key account hack system you access a proven step by step guide that leads you to deeper and more influential client relationships and massive customer sales growth in just 90 days. For more information visit his website, Twitter or LinkedIn.