Rewire The Sales Mind (Part 1 of 7)
April 19, 2009 by admin
Filed under Bill Caskey
We are forever talking about the Inner Game…the mindset of selling. So we’ve come up with a term that describes the mission at hand: Rewire The Sales Mind.
You’ll be seeing a lot about it in the next year or so. For our first part, I want to talk about what the “sales mind” even is.
When you are in a sales call–and the prospect says something that makes you anxious–your reaction is part of your sales mind. It’s an involuntary response to an external stimulus. “Your price is way too high” is met with defensiveness. You can’t help it. You just go there.
The problem with a mis-wired mind is that you don’t stand a chance of extreme success in sales because all your actions originate from your thinking.
So as long as your thinking is off, your actions will be off. And as long as your actions are off, your results will be as well.
Take A Clue From Your Gut Feeling
Anytime you have a feeling in your gut about a selling situation (I really don’t want to call him); a situation (I wish he wasn’t such a price shopper); an objection (“Your price is not competitive”); or pressure (I’m afraid of getting laid off); then you are suffering from a mis-wired sales mind.
Stay tuned and we’ll begin to review exactly how to rewire it. In the meantime, here is your assignment: Notice. Notice when you feel anxious. Notice when you feel fear. Notice when you feel pressure.
As you begin to notice these things, you’ll begin to also notice what causes them. Then, come back here often to get new ways to “rewire.”
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