Friday, August 10, 2012

Having the Right Mindset



Having the Right Mindset

Last week I told you that there were 10 steps that I use in order to gain credibility and sales with my customers fast! Today we will discuss what I believe to be the first step before any others; and that is creating or having the right mindset before going into a sales call.
I think that we all would agree that we enjoy and look forward to our weekends. In fact most of us would admit that we tend to plan and transition ourselves sometime during the end of the week to get into the frame of mind (mindset) to receive the weekend. Afterwards, there is that thin line between Sunday night and Monday morning where we seem to struggle and/or take our time to transition ourselves back into the work environment.
I think that is exactly why most of us use Monday as a planning day to help with the transition. It gives us an opportunity to plan our time along with our priorities for the week. We are able to schedule our calls and acquire all the sales tools that we are going to need for a successful sales meeting!
That's great for the "physical" aspect of the business... But how does one mentally prepare for a sales call? Well I believe that we have to "rid" ourselves of all distractions and FOCUS (follow one course until successful) our thoughts on what we are trying to accomplish during the call itself. You can't have a successful call if you're thinking about the party that you were at the night before or the argument that you had with your significant other 2 days ago. You have to be able to "tune" all those types of distractions out. I know because I've been there and done that many, many times.
Here's what I do. Every morning when I get up I check my inbox for an inspirational or motivational quote or story from Insight of the Day. I want to start my day on a positive note. I also subscribe to well-known motivational speakers such as Bob Proctor, Jim Rohn, Randy Gage, and Vic Johnson all who have fantastic products that I have purchased for my own personal development. One of my favorite books that I have used over and over again is "Think and Grow Rich" by Napoleon Hill. That book has taught me about the mindset of positive thinking more than any other resource that I've read. And if you're interested you can download it free of charge here on my site. If you're looking for a hardcopy you can get it for $3 or $4... the cost of shipping it to you
Several years ago I was walking past a dear friend of mine while she was sitting at her desk. I noticed that she was playing a game of Solitaire before work. As I sat watching, she would play, lose, and play the game over and over again. I thought to myself, "what a waste of time". It annoyed me so much that I finally asked, "Why do you keep playing the game after you keep losing". Aren't you tired of it by now? Her reply was simply this, "I like starting out my day before work as a WINNER! Wow! Not only was I taken by surprise but it became one of those "aha moments" for me. That simple exchange of words made a huge impact on my life. From that moment on I began my serious journey on personal development!
Jim Rohn once said, "You are the average of the 5 people you spend the most time with"! These 5 people are considered your "Circle of Influence". That's why I spend a lot of time on my personal development with people I mentioned earlier. They have not only made the biggest difference in my life as a sales person, but in other areas of my life as well! And for that I'm forever grateful!
This leads me to my next point, the importance of GRATITUDE. Being grateful in my opinion is one of the biggest things that we can do to enhance our prosperity and success as sales people. AND... it is the fastest way to change our mindset from a negative one to a positive one. That is exactly what we want to have before we go into a sales call. Because if we've got a positive mindset going into the sales call our chances of getting out of the call with what we were expecting increases drastically. We get what we expect to get!
For years and years I went to work day after day without being grateful for the world around me. I never stopped to notice the blue skies, the bright sun, the fluffy white clouds or any of that stuff. Even when I landed a "Big Account" I never took the opportunity to be grateful for my ability to do so. Nowadays I look at things completely different. In fact I start out each morning taking anywhere from 5 minutes to half an hour being grateful for what I have and what I've accomplished over the course of the day, the month and year. It's a part of that "sowing and reaping" law! The more that you are grateful for something the more of it you get back. And it doesn't matter whether it is money, material things, more customers, sales, profit dollars or etc. Being grateful releases the negative energy and or programming that we have and it allows us to replace it with positive energy. So when we're positive we feel good... and we focus intently on what we need to acquire to reach our goals!
We have learned that starting our day on a positive note sets the tone of our day. And it doesn't matter whether we play a game until we become winners or we read an inspirational story or quote. We have also learned that our "Circle of Influence" (who we spend most of our time with) can and will have a direct influence on our mindset. What we think about the most is what we become. Personal development is very important in changing and developing a positive mindset. Finally, while it is important for us to succeed it is just as important for us to be grateful for our success! For doing so allows us the opportunity for more success!
-RH
I'm a Business Development Representative for the largest pool distributor in the world. I've have 30 yrs. in the pool industry and 17 years in distribution. I've been honored with the "Top Gun" award in my Florida Region 4 times! I am self-driven and strong in creating loyalty with my customers. I excel in customer service and enjoy my job tremendously.
I strongly believe that it is not how you perceive your company or yourself that matters to the customer. It is how the customer perceives you and/or your company. After all they are the ones that give us the things that we want!
By helping the customer achieve what they want, we are sure to succeed!
Happy Selling!
Randy Higgins
http://www.randy-higgins.com