Sales Coach Christine Harrington
New Frontier of Selling

New Frontier of Selling. Discover What it is. Read Below!

New Frontier of Selling.

If selling is only about learning a sales process, then why aren’t all sales people top performers? How many times have you searched for new information on selling, or a better way to prospect, close sales, or the magic words?

Here’s a mind blowing statistic:

  • 44% of Sales people give up after the first no!

If 44% of your sales team have an 80% probability they won’t close the sale, then ask yourself, “What’s the missing link?” Is the answer more training on the sales process?

  • Too often the sales person doesn’t understand how to stay in control of the sale. Frustration and discouragement set in.
  • Many sales people struggle with daily focus, structure and activities that produce a full prospect funnel.

What do these examples all have in common?

Answer: inner conflict and an undeveloped selling mindset.

So again I ask the question:

“If sales is nothing more than learning a process, shouldn’t all sale people be successful? Yet only 1% on your team are top performers. WHY?”

Because the new frontier in selling has been the most overlooked and undervalued and that’s the selling mindset.

New Frontier of Selling

The new frontier of selling, is without a doubt, developing a peak performance mindset. Mindset development is common place in the world of sports, but it’s totally neglected in the world of selling. Why? Because for the most part, the science on the mind has mostly thought to be exclusively for the field of psychology. However, Olympic and professional athletes have been hiring psychologists for over a century to train on how to develop a peak performance mindset.

Why not explore this new frontier for selling too? If athletes use mindset to enhance their performance to win, shouldn’t sales people?

You may be thinking, what’s all the fuss? I can control my mind and thoughts. Ok. If that’s true why do you win sales and lose sales when you follow the same sales process? The answer is found by developing the selling mindset…the key to increasing sales.

First Step

The first step to a selling mindset is awareness. Awareness has two components. Self-awareness is knowing how you think, feel and act. Social Awareness is knowing how you impact others. Self-motivation moves you towards your goals and dreams. However to stay on the sales road to success, you need a mindset that expands in a positive direction when adversity inevitable happens. To win you need to master self-activation.

Self-activation enables you to be creative, use positive problem solving processes and manage adversity. The result is an expanded self confidence. Since life is filled with obstacles and sales is hearing more “no’s” then “yes”; doesn’t it make sense to learn how to harness your mind to work for you instead of against you?   

Start with These Two Tips

Self-activation is when the cerebral cortex of the brain is stimulated into a general wakefulness or attention. And yes, you do activate this part of your brain merely by your thoughts….positive and negative. This is why monitoring your self talk is so important.

Tip#1 Positive Self Talk

Please don’t confuse this with positive affirmations. That’s another subject I don’t fully embrace. (Most positive affirmations are taught incorrectly.)

Positive Self Talk in the context of this article is in terms of how you’ll respond to adversity.

Scenario: Your sales team or you are behind on hitting monthly sales goals. There’s 10 days left in the month to hit your goal. What do you do?

  • Do you cave and say “I’ll make it up next month.”
  • Do you give it the ‘ol college try and say “I’ll give it my best shot.”
  • Do you harness your mindset in a positive direction by saying “I’ve done it before, I know I can do it again. Here’s my plan over the next 10 days. I WILL DO THIS.”

Remember, you cannot reach your peak performance without specific goals and the benefit of no-limit thinking.

Tip #2 Emotional Self Regulation

How do you regulate your emotions? The quick answer is to remain neutral when you feel yourself reacting to what someone said to you or you’re being drawn into drama. Easier said than done…I get it.

You have three choices. React. Respond. Do and say nothing.

Scenario: Your best client calls in a complaint. As you’re listening to her drone on and on about what went wrong, you may feel your emotions take over in a defensive mode because her tone and language is accusatory. In other words, she wants you to react…but in a positive manner However, her communication style is evoking in you something much different. Your rational mind knows she’s not trying to make you angry, but your emotions get the best of you, so you react. Then she reacts…and back and forth it goes! You know how this ends. If you want to save the account, you eat some humble pie.

If you’ve done the work in emotional self regulation, then the conversation and outcome is much different. As she’s complaining, you feel your emotions to defend rise. This time, you consciously shift to remain neutral so you can think clear to diffuse her anger and resolve the issue. The outcome is you’re the hero because she feels heard and understands you’ll fix the problem.

What’s Next

There’s much more on how to self-activate. For now, start with these tips and I’ll write more in upcoming articles about this. There’s so much exciting information coming out in the field of neuroscience on how to be a Peak Performer. This little article only scratches the surface. Stay Tuned or schedule an introductory phone call to explore how peak performance training can help you or your team. Did you know I’m certified as a Peak Performance coach?  Click Here.

Let me know in the comment section below if this article is helpful. Do you have a story you can share?

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