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
Randy Higgins
http://www.randy-higgins.com
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