As I said in my last article, “What Makes A Great Salesperson?” the difference between a mediocre, sales journeyman and a sales rockstar is often minor. It's often not about what people do or don't do but about the passion they do it with or whether they do it consistently or not. I talked about the importance of operating from a “10” and how being at an 8 or a 9 out of 10, whilst maybe “acceptable” a few years ago, is not an option anymore.
If you want to compete and win in today's competitive markets then you need to be the best that you can be. You need to be a “10”.
At the end of the last article, I challenged you to operate from a 10. How did you get on? Did you find it helped? Were you able to maintain it? Many people, just by acknowledging the importance of this simple principle are able to improve their Si (Sales Intensity) ratio and get better results just because they are more focused on doing so.
But the next obvious question is, “Well, how do I do that Gavin? Life comes along and kicks me in the chops, clients make things difficult for me, the economy might tighten up. It’s all well and good telling me to sell from a “10” but how do I do that?”
Great question and one with many answers. Perhaps you ought to try and answer it for yourself before you read on but here are a few easily implemented ideas...
The first step to making any changes in your mindset is having awareness of what your attitude is and being aware of how that is impacting both your ability to do your job and your ability to communicate and work with others. It’s easy to dismiss this step as obvious or simple but you only need to look around you to see how many of your peers and colleagues and people you meet on a day-to-day basis either don’t have awareness or don’t care.
You have to want it
As I suggested above, you have to want to make changes. If you don’t really care or you don’t really want to make improvements and you don’t know why you want better results then it is unlikely that you will apply any methods for change... no matter how simple.
Change your physiology
Funnily enough, I had an email from a salesperson just the other day saying that the whole office had their chairs taken away from them whilst they were cold calling. She had hated it but she acknowledged that it worked. Whilst somewhat “old school” this does demonstrate how simple it is to change your state by changing your physiology. Move, straighten up, breathe, smile... take control of your physical being and you take control of your mental one.
Visualise a positive outcome for what you’re doing. Visualise future success. Visualise your presentation going amazingly. Visualise yourself negotiating the deal of a lifetime. Visualise yourself with your clients, winning sales, living the life and being the sales rockstar that you want to be.
Control your self-talk
Are you your own best sales coach or your own worst sales saboteur? What you say to yourself has a huge impact on your mindset and your state and therefore on your behaviours and your results. Are you constantly beating yourself up or are you your own best sales cheerleader and coach? You choose.
Make it easy to “win”
When I ask many sales professionals what will make a good day they tell me that they need to close deals, win new prospects, everyone has to be nice to them, they need to get a promotion... With that kind of bar there aren’t going to be many good days! Set yourself achievable, measurable targets that are within your control and then do them. Reward yourself and feel good. Life is great and if you carry on doing the right things, you will start to get the right results.
Run team competitions, encourage each other and buddy up
Don’t wait for your managers to come and “motivate” you. Like Paddy McGuinness says in Take Me Out, “The power is in your hands.” Help each other to get in the right state and give each other permission to nudge each other when you’re not in the right state.
Don’t wait for someone else to try and make changes for you. Come up with them yourself and make them happen...
I could go on but, ultimately, it’s up to you. Why not help each other and yourself by sharing successful strategies for getting and staying at a 10 with your peers, colleagues and friends?
Have a great day and sell with passion.
By Gavin Ingham, sales author, conference catalyst, avid seeker of sales excellence & creator of the 5.5 Steps to Sales Success. Gavin helps sales professionals to be the best that they can be.
Copyright Gavin Ingham 2014.