Sales can be one of the most difficult aspects of business. It can also be one of the most exciting and interesting parts. Many companies struggle with sale after sale resulting in failure. This only yields more difficulty and discouragement in sales. If you are one of the people who have experienced failure in sales, it’s time to change your mindset! After reading this article you will have learned 5 ways to change from a sales failure mindset to a sales success mindset.
Before we discuss how to improve your mindset, let’s review a few of the most important aspects to having successful sales in general. First, you need to correctly target your buyers. When doing any kind of sales, you’ll get much better results if the people or companies you’re selling to are actually interested in your product. Doing a small amount of research before trying to sell your product can greatly improve your success rate. Next, you need to be sure that your product is a quality product that people will actually use. Doing research on this aspect of sales is also imperative. Next, you need an awesome sales team. If you don’t already have one, look to hire sales reps that are adaptable, articulate, energetic, confident, and self-reliant. Your sales reps can make all the difference in your rate of success. And finally, you must continue training your sales team to ensure the best possible sales.
Now onto the five was to change from a sales failure mindset to a sales success mindset:
- Have vision and focus. People who are successful are in the habit of looking forward to the future-to ask themselves what innovations might help improve their current state. A creative mind can see beyond the present and see the vision of possibilities that failure often clouds.
- Take calculated risks. We’ve all heard stories of people who made giant leaps of faith and landed on successful terrain. Successful people are not afraid of risks. They view them as probabilities that could result in some very profitable outcomes. Just remember that we’re talking about calculated risks. This means you should know the possible benefits and disadvantages of your risk before you jump into it.
- Don’t blame others. Successful people don’t waste time blaming others for what went wrong. You can try and blame your sales reps for taking too calculated of a risk, or your manufacturing coordinator for not creating a quality product, but it will never do you any good. Instead, roll up your sleeves and do something about it. Take responsibility for the action. Make decisions that will help correct the problem, don’t just sit and gripe about it.
- Learn to network. Success oriented people recognize the value of a social network. People can often be your greatest asset. If you’ve been struggling with sales failure after failure, perhaps it is time that you look to other successful people for some help. Everyone needs a helping hand once in a while. And creating a network of people that have the knowledge and talent that you may be lacking at this moment in time can help change your mindset to one of success.
- Start small. Sometimes one of the best ways to improve your mindset is to start out small. So maybe you’ve been suffering from some set-backs. Move on. Pick something that you’re relatively sure will succeed. Think small. And then market that product with all your heart. Once you’ve proudly achieved a small success with that product, move onto something a bit more complicated. Continue this process until you’ve regained a sales success mindset.
Are You Talking Yourself Into Sales Failure?
How many professional sales people especially those involved in consultative selling be them insurance agents, financial advisors, mortgage specialists, lawyers, accountants and even business coaches actually talk themselves into sales failure? This negative self-talk is a killer especially if the goal is to increase sales.
Recently I met with a financial advisor for a nationally respected firm as part of my ongoing business networking. The meeting was scheduled just to become more acquainted with each other. Yet, during our hour discussion, I counted at least 20 times where he was talking himself into the failure. No wonder he had some sales problems or challenges.
For example, because he believes he does not connect on the phone, he uses an administrative assistant when he receives referrals. This individual does schedule the appointments and is very professional in her telephone behavior. However, I asked the following question:
Who has the relationship between you and the referring individual? You or your administrative assistant?
The obvious answer is the financial advisor has the relationship. So why would you not leverage that relationship when outreaching to a referral? The administrative assistant no matter how competent is actually a potential obstacle between this financial advisor and the actual referral. Now if you are using the supplemental clerical help to keep in touch that is an entirely different story and demonstrates great delegation skills.
Another example of negative self-talk was during the opportunity of using speeches within his marketing activities. Don’t even go there, he said. Speaking in front of groups is not my forte. I do very well one on one. I suggested attending a local toastmaster’s meeting and to see if he could speak at local high schools during career day. Schools are always seeking business people to speak to their classes especially at the high school levels.
In marketing and selling, there is a very effective approach called the one to many. If you can get in front of many people then you have increased your visibility. For example, every time I speak I secure at least one client in 6 months. Additionally, I receive other opportunities to speak to other groups. To find that one new client by meeting one on one with many potential customers (a.k.a. prospects) requires the investment of my limited resources of time, energy, money and emotions.
