November 19, 2008
Some sales trainers will tell you that the location of your sales presentation is of critical importance in making the sale; unfortunately, they don't all agree what that location should be. Some say that it should be made in the prospect's office, others in your office and still others in a neutral zone such as a restaurant. I'm going to break with these folks and say that the only place where truly successful selling takes place is right between the salesperson's ears.
The most important playing field in sales is and always has been your mind. Look at any sales superstar and you'll see this is true. The truly great ones in any field succeed because they have developed the mindset for success. For some, this mindset has developed naturally because of good genes and a nurturing environment. For most of us, though, developing the right mindset takes a significant amount of work and a constant vigilance to guard any progress we make.
The reason for this is that we are under a constant barrage of negative messages from the world around us. We take in so much negative information on a daily basis, it can be a real challenge to keep our success mindset intact. What are some steps we can take that will help? Try these:
First, limit the amount of negative information you voluntarily take in on a daily basis. The easiest way to do this is by simply turning off the news. Another way is to limit your dealings with people who insist on focusing on negative subjects. Of course, it's impossible to shield yourself entirely from negative input; just do your best to limit your exposure. Think of it as smoggy air: you know that it's bad for you, right? Does the fact that you can't avoid it entirely, though, mean you should go wrap your lips around the nearest tailpipe and suck it all in? Of course not.
Second, replace the negative with something positive. A good book, a motivational CD, some upbeat music: whatever makes you feel good about yourself and what you do. There are some great programs you can buy or check out from your local library that you can pop into the CD player in your car and turn your drive time into learning time. Be proactive with your mental intake.
Third, develop an optimistic outlook on life. Focus on the good things, the things you are grateful for. Remember that no matter how bad things might seem right now, there is almost always someone who is in a worse plight than yours. Optimism is a choice. You get to choose in each moment how you are going to react to what the world is offering you. The more often you choose to react with gratitude and optimism, the more you will see the world respond with more things to be grateful for.
If you'd like to hear a more in-depth discussion of how to keep your motivation and energy up when the world seems to be falling apart around you, click here to check out my new audio program "Motivation 101: Five Steps to Activate Your Potential in Any Economy".
The Most Important Playing Field in Sales
It's All In Your Head
November 17, 2008
I recently completed Mark Tewart's fantastic new book How to Be a Sales Superstar, and I have to say it is quite possibly the best sales book I've ever read.
I know that's a bold statement, but if you haven't read it yet, you should (you can click on the title above to get your copy from Amazon). That said, let me give you a little taste of what you can expect.
For the first 100 pages or so, there is no discussion of the sales process or closing techniques or any of the other topics you might expect to find in a book about sales. Rather, Mark spends the first half of the book discussing the most important (and often the most neglected) tool in your sales arsenal: your mindset.
You have to know that this was music to my ears. After all, DROP DEAD Sales is all about starting with the right mindset. As a man thinketh, so he becomes, right?
So here's a question for you: why do so many sales training classes focus on the process rather than the person? When is the last time you heard a sales manager tell one of their reps to go read a good book if they really want to improve their numbers? Why are we surprised when new hires fail to produce results when we haven't given them the proper tools to succeed?
I'm so glad Mark decided to address these topics in his book; I only wish more attention was paid to them by salespeople and their managers. Please join me in offering a big hand to Mark for having the courage to talk about such a "soft" subject and for putting these concepts within the reach of sales forces everywhere.
Of course, the best way to show our appreciation would be to spread the word about Mark's book, so please join me in getting the word out to as many people as possible.
Thanks again, Mark!
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