Mindset Shifts to Increase Sales
by Kim Garmon Hummel, on Feb 13, 2020 12:00:00 AM
So, you want to increase your bottom line.
Age-old wisdom says you just need to be in front of more people. Whether that means doubling the number of cold calls you do in a day or doors you knock on in a week, the message was clear: just make your pitch more times.
But the times have changed. Nowadays, we hear about a lot: inbound marketing, conversion rates, and customer relationship managers. But what difference can these modern tactics make if you align them with a bolder and brighter mindset?
Your mindset can have a massive effect on your close rate. Focusing on where you have room for improvement is an important aspect of professional and personal growth – but it can also hold you back from achieving your goals. When you are making a sale, keep your mind geared towards what makes you and your product or service better than anyone else around.
Let’s dig into how changing your mindset can further lead you to success now.
1. There is no limit to your potential.
Sometimes it may feel like everywhere you turn, you see your competitor’s success. You feel as though your bottom line is threatened and that your accomplishments are perpetually out of reach, slipping through your fingers like sand. Sound familiar?
Well, there’s good news: that’s simply not the case. There is more potential business out there for your product or services going untapped than you can even imagine. Everything is possible.
Children hold an amazing ability to think limitlessly. They have the ability to create their own worlds from thin air, develop imaginary friends, and entertain themselves for hours a day. Keep your inner child alive. When you want something to happen for you, put it out into the universe. (And if you need some encouragement, I highly recommend watching Troop Zero on Amazon Prime.)
Keep in mind, limitless potential still comes with roadblocks – and everyone faces them. But what happens next determines your success. If you believe there is a cap on how much business exists for you, then that will absolutely be true for you.
2. Listen to the pain points.
We live in a culture that loves to take and talk; our society is notorious for its tunnel vision on what we can get out of situations rather than what we can give. To reverse this mindset is to be empowered and set the new standard.
If you only focus on what you need out of an interaction with a potential client, then you will always walk away empty-handed. One of the most important things I’ve learned to identify is when a potential lead doesn’t actually need the solution I’m capable of providing. In offering clients a trusted referral partner or outside source, my potential client believes that I have their best interest in mind – because I do.
This mindset shift speaks just as much to your sales process. If you are only talking about yourself and your services, you lose sight of what is actually needed. Remember: At the end of the day, you’re doing more than just selling a service – you’re guiding someone to their best solution (and that won’t always be you).
3. Get rid of your head trash.
Our inner critic is so loud that we often don’t realize the percentage of the day we spend with negative thoughts circulating in our minds. These unhealthy patterns can be difficult to recognize and even more strenuous to change.
The reason it is so important to remove the head trash from the precious cargo that is our brain is because these small thoughts we tell ourselves throughout the day become affirmations that mold our reality. If you believe you are “not good with people” or are too shy, that belief affects your actions because you’ve already convinced yourself it’s the truth.
Imagine what would happen if you told yourself what you could do.
Granted, these thoughts can be hard to recognize in yourself and the change doesn’t happen overnight. But there are steps you can take to get there:
- Ask a salesperson or trusted mentor to be your accountability partner and to help listen for the head trash that you slip throughout the day.
- Positivity is underrated! Surround yourself with people who lift you up and support you, take a moment in your day to breathe (really breathe), and don’t be ashamed to dedicate a few minutes to reading inspiring quotes to ground you. Small steps will take you far overtime.
- Learn to forgive yourself. Change takes time and forgiving yourself for your past patterns of negative thinking allows you to accept your mishaps and create room for new growth.
4. Know your value.
“Value” is such a buzzword these days that it’s easy for its meaning to get muddled. If you ask me, value is more than just the solution you provide; it’s about creating the most delightful experience possible for your client’s pathway to success, while simultaneously paying attention to any gaps the client may or may not notice along the way – and helping them explore those.
The reason there are so many different understandings of “value” is because it’s a pretty abstract term. Most experienced salespersons will agree on this, though: you understand your value by being honest with both yourself and your client, prioritizing transparency, and always aiming to go above and beyond.
5. Love the process.
Guess what: failure happens. Knowing that failure is part of the process takes the pressure off to be perfect and to close every deal. A principle I live by is one shared from Nelson Mandela: “I never lose. I either win or learn.” When you love your process, you understand that you win some and you learn some.
You may have heard this time and time again, but do you really believe it? And, more importantly, do you practice it? What happens to your energy when you lose a bid on a project that would set you up for the next year? What happens if you miss the mark on a potential client’s need for change and they decide to stick with the status quo? Do you rehash it in your mind and imagine how it could’ve been different if only you’d done something better?
A great way to practice these mindsets is by setting a timer and dedicating two minutes a day to remind yourself of them. Reflect on your feelings and experiences, learn from them, take note of what you can change, and then - carry onward!