The last book I wrote was on the subject of closing the sale. Soon after the release of this book, Entrepreneur radio had contacted me to do an interview. A few minutes into the interview, I was asked what the biggest obstacles were that prevent salespeople, entrepreneurs and business owners from closing more sales faster.
As straightforward as my response may have sounded, is as difficult and challenging it could be to execute. Here’s what I said. There are three things that prevent people from bringing in more sales with less effort.
First, developing and mastering the right selling skills and core competencies to be a sales champion.
Second, developing the right strategy and system that consistently generates the desired results. This includes not only the sequential steps that need to be taken in your selling system but also the language or dialogue/ the communication you deliver.
Finally, developing the right mindset is what is most essential to achieve unprecedented breakthrough results. That is, you must identify and eliminate the limiting, negative or faulty thinking that’s getting in the way of achieving more. Consider this universal law that supports this; “How you think determines what you get.” Therefore you need to change your thinking first in order to change your behavior. Unfortunately, practically every training program I’ve ever seen falls short on delivering this missing component to round out the full development of each salesperson.
Chances are, there are things that your salespeople are doing right now which are creating what you want them to avoid most. And there are things that you are doing right now that are probably not the healthiest of practices. And the kicker is, you probably already know what some of these limiting and detrimental activities are!
Developing Champions from The Inside Out
The most productive people master the art of abandonment. That means, the ability to let go of old stuff that no longer works. We all want better results but in order to do so, what precedes those results? Change. We have to change something first.
There is a great quote I on change by Sydney J. Harris. “Our dilemma is that we hate change and love it at the same time; what we really want is for things to remain the same but get better”
In my experience, generating extraordinary results requires changing two things. That is, you must be willing to:
- Change what you do and
- Change how you think.
The fact is, successful people not only do things differently they also think differently. They are wired differently.
Ironically, most people focus solely on the doing side without focusing on how to best manage their mindset and their beliefs.
If you focus solely on the skills you need to develop, then you wind up only developing half the salesperson or have the manager or coach you can be. Take a salesperson who only focuses on following a certain step by step selling process. Now, if success in selling was only dependant upon what you did, then every salesperson who followed this process should perform at the exact same level and from what I see, especially speaking with thousands of salespeople and sales managers every year, this is certainly not the case.
It’s like upgrading a computer. When you get coached by an expert, part of the process is similar to taking and old processor, such as an old 386 computer and upgrading it to a Pentium 5. Only difference here, we’re upgrading your operating system, how you think, how you’re wired so you can think better, remove any corrupt files or thinking, and operate at maximum efficiency. That’s why when it comes to sales coaching, you develop true sales champions from the inside out.