As a guest on the Engaging Personalities Podcast, host Anders Boulanger and I discuss the importance of mindset in sales and how it impacts salespeople and sales leaders. We also touched on the challenges of virtual selling and reviewed effective strategies for engaging buyers.
On this episode, you’ll hear:
- The crucial role of mindset in sales leadership
- How to reduce turnover and increase engagement
- Strategies to engage buyers and improve sales efficiency
- The challenges of virtual selling
- The transformative power of shifting your mindset
00:04 Unleashing Sales Success: The Power of Mindset
04:03 The Power of Mindset in Sales Leadership
08:54 The Importance of Sales Managers and Assessing Salespeople
14:17 Engaging Buyers and Improving Sales Efficiency
18:27 Mastering Virtual Engagement: Overcoming Challenges and Connecting with Audiences
22:09 Master Your Mindset: The Key to Sales Success
25:38 The Power of Mindset Shifts and Personal Transformation
The Power of Mindset:
Sales is a field where individuals must take charge and make things happen so the importance of having courage and bravery is essential. A growth mindset, open mindset, and fearless mindset are key attributes that enable salespeople to overcome obstacles and achieve their goals.
Transitioning from Sales to Sales Training:
My journey into sales training began in the mid-eighties, when I seized an opportunity to become a sales trainer. This transition allowed me to delve deeper into understanding what makes great salespeople and identify the roadblocks that hinder their success. I discovered that mindset is at the core of effective sales, as it shapes one's skills and execution.
Sales Leadership and Mindset:
Sales leaders must balance tactical responsibilities, such as holding their team accountable and coaching them, with the need for the right mindset. Many sales managers struggle with the desire to be liked by their team, which can hinder their ability to achieve results. Developing a mindset focused on respect and understanding the behavior and motivations of salespeople is crucial for effective leadership.
Assessing Sales Competencies:
The importance of using assessments that measure sales competencies when hiring salespeople is immeasurable. Personality tests alone are insufficient, as traits like extroversion do not guarantee sales success. Instead, assessments should evaluate a candidate's abilities in hunting, relationship-building, qualifying prospects, and selling value. By understanding a candidate's competencies and mindset, sales leaders can make informed hiring decisions.
The Art of Engaging Buyers:
Engaging buyers is a critical skill for salespeople. There is power in genuine conversation and connection, so adopting a consultative approach, rather than focusing solely on selling, is key. By creating a comfortable environment and understanding the needs and motivations of buyers, salespeople can establish trust and move prospects through the sales pipeline more efficiently.
Mastering Virtual Selling:
The pandemic forced many salespeople to adapt to virtual selling, which presented new challenges. Being on camera can be intimidating for some, as they constantly analyze their appearance and worry about how they come across. Overcoming this hurdle requires practice, feedback, and a shift in focus from oneself to the customer. By embracing virtual platforms and honing their virtual communication skills, salespeople can create meaningful connections with buyers.
Transforming Mindsets for Sales Success:
Transforming mindsets is a powerful way to achieve lasting change. By addressing hidden beliefs and shifting perspectives, salespeople can overcome self-imposed limitations and embrace new approaches. I have a guide (I’ll share in the resources below) "Manage Your Mindset," which explores the nine most prevalent mindsets in salesforces. This resource provides valuable insights for sales professionals seeking to cultivate a mindset geared towards success.
By adopting a growth mindset, embracing virtual selling, and understanding the needs of buyers, sales professionals can enhance their skills and drive better results. Remember, success in sales begins with a transformed mindset and a commitment to engaging and serving customers effectively.
Connect With The Host Anders Boulanger
https://www.linkedin.com/in/andersboulanger/
