Lasting change...

"This is the year everything will change!" 

New year is always filled with so much hope...

If you work in sales & experienced similar results across the past few years, it might just be that 'hope' has been your main strategy all along.

With pipelines full to the brim with it.

'Hope' has to be the most dangerous word in sales, and in my mind it translates to...

- Unsubstantiated optimism

- Blind faith 

The death knell for most salespeople.

You can't simply 'hope' for better results with the same level of skill. 

Upskilling is intentional. 

It can be extremely challenging & painful. Because it's not comfortable & often requires a change in beliefs, habits & behaviours. 

Doing more of the same is easy, it's comfortable...but it involves zero growth.

Winging it & getting by on a 'hope and a prayer' reigns supreme. 

Which is why most salespeople's results remain similar year on year. 

But if you're serious about taking your game to the next level, I'd recommend upskilling across the following areas:

1. Psychology of buyers

Why do people do what they do? 

How do you make people feel comfortable to open up to you?

The best & quickest way of establishing the truth during sales meetings?

Knowing when you lose prospects & why...so you can ensure it doesn't happen again for the same reasons. 

2. Your mindset

What are your habits & beliefs and how do they serve you? 

Do they help or hinder you? 

Are you your own worst enemy? 

How do you feel about your sales role?

What is your 'why'? And how can you align with that to achieve outstanding results?

3. Business acumen

Are your sales conversations taking place on a business & strategic level, or are they more product-centric? 

Do you feel comfortable speaking with senior business leaders about their biggest problems, or do you stick to what you know...i.e. the features & benefits of your solution? 

4. Problem solving

Can you identify the main business problems you solve along with the source of those problems? 

When running your sales meetings do you know the difference between the symptoms of the problems you solve & the actual cause? 

And can you eloquently communicate that through your questions? 

5. Communication & EQ

Do you find it easy to connect with different personality types over a range of seniority levels? Or is this more of a challenge? Are you able to get people to open up or do they tend to stay more surface level? 

Can you manage your emotions? Are you able to adapt in the face of adversity under pressure?

6. Control 

Do you feel in control during your sales conversations or at the mercy of your prospects?

Do you know where your next 5 deals are coming from and when? Or is it with the Sales Gods?

Do you know why you didn't end up converting those prospects in your pipeline?

If you genuinely feel you need to level up your sales game along these areas then get in touch.

You never know - I might just be able to help.

#sales #mindset #sellingskills