What is the secret of winning sellers? We separate some attitudes that differentiate the best sellers from others
According to Yogi Berra, legendary New York Yankees catcher, 90% of baseball is mental. The other half, the remaining 10%, is physical. Despite Yogi’s flawed math, he could have been an excellent salesperson, a winning salesperson.
That’s because it’s the same formula that highly successful sales professionals practice on a daily basis. Yes, there is a physical side to the sale happening.
Knowing the product, presentation techniques, proficiency in using CRM and other tools are vital for sales success.
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But at the end of the day, Yogi is right in his prediction that 90% of sales success is mental work, a matter of winning sales attitudes. We all know that selling can be difficult.
When the economy is down or competition is tough, salespeople start hearing a lot of excuses, and that can be devastating.
In this post, you’ll see how the attitudes of a successful salesperson can change this picture.
Winning sales attitude: know your 4 pillars
It’s not uncommon for some sales professionals to lower their aspirations and begin to doubt their abilities at times like this. Highly successful salespeople, however, do not allow temporary setbacks to define their business attitude.
That’s exactly what leaves us asking: how do they do it?
First of all, let’s be clear about one thing: Highly successful salespeople are human like the rest of us. They are subject to those same inner voices that try to plant discouragement and doubt, just like everyone else.
To achieve the mental 90% of success, highly successful sales professionals establish a strong foundation built on 4 solid pillars to support their winning sales attitude.
For Yogi Berra, 90% of baseball is mentality and 10% is physical preparation.
#1. Believe in your product
Highly successful sales professionals are passionate about the products and services they sell, and are unabashedly enthusiastic about the value and benefits they deliver to their customers.
Yes, they are also concerned with closing deals and generating revenue, but it is also very important that they know that what they offer their customers is exceptional in every way.
The confidence they have in your products and services helps to motivate them, even if the market is tough, because they know they have good news for their customers.
#two. Believe in your training
Effective training is a key component of sales success, and we’re not just talking about product training, or being able to create a demo for your customer.
Anyone who can read a brochure or a spec sheet can walk away with a reasonable understanding of product knowledge.
What we’re really talking about here is solid, in-depth sales training, processes, consultative skills, customer relationship strategies, sales effectiveness with CRM, and other skills and capabilities that help the salesperson feel confident in any business. Situation.
Believe in your ability to sell and reach goals.
#3. Believe in the company
This is not exactly the same as believing in your product. If the company culture does not have a strong commitment to treating customers well, and treating salespeople well, the joy of selling evaporates from a salesperson.
The result of so much struggle can appear quickly and lead to discouragement, low productivity and, ultimately, sales, leaving professionals looking for a place where the opportunity for success is greater.
These 3 pillars are certainly very important keys to help keep sales going high and have a positive attitude, but in many ways the 4th pillar is the most important.
#4. Believe in yourself
Entire books and sales courses have been built around this theme. This is the holy grail of creating and maintaining a consistently positive mental focus and can be summarized as follows:
Situations that cause emotions. It’s what we believe about the situation that fuels our emotions, and our emotions often determine what to do next.
This is a universal principle of human behavior, but here is a very simplified example of this.
Bob tells the sales manager, “This market is horrible. Nobody is buying. My customers hate me. I can’t get past the desk of my biggest sales opportunity. There is a lot of competition. I cannot sell anything. I give up”.
Sales Manager: “Really. What makes you say that?”
Bob: “During the past week I made 200 calls and didn’t get any meetings. Obviously I don’t have any chance of sales.”
Manager: “This is weird. I was talking to Amanda this morning and she was really excited about the expectations. She told me that she had also made 200 unlucky calls, but was convinced her luck was about to change. She redirected her strategy, refined her presentation, and narrowed her target to maximize the impact of her new presentation. She was really excited when I talked to her.”
Bob and Amanda had the same situation: they both had 200 calls and no sales meetings. Bob believed this meant there was no opportunity for him but to fail, so he was ready to give up.
However, Amanda, rather than outsource her guilt, believes this to be a temporary downfall that could be corrected by changing her approach. For her, the situation represented an opportunity to succeed, learning something new, and so she worked on a new strategy.
Anthony Robbins, performance expert would say that Amanda has learned to tell herself a different story about her situation and her options.
Bob looked at his fall and told himself he was going to fail. Amanda looked at her and told herself that she would change strategies to trap her into doing some things differently to increase her chances of success.
Highly successful sales professionals never let the situation – be it the economy, competitiveness or the customer – define them or dictate their business attitudes and emotions.
Instead, they believe in their product, they believe in their background, they believe in their company and, above all, they believe in themselves and their ability to adapt, grow and learn from any situation to obtain greatest success.
A salesperson, above all, trusts himself.
Stay focused on your skills
Developing successful salesperson skills, attitudes, and strategies that help sales professionals build confidence and control their focus is only one component of the sales process.
Think about what kinds of stories you tell yourself when you’re not closing new contracts, or when you can’t discount because your margins are too low.