To sell more YOU have to change

I fundamentally changed the way I approached selling years ago...

And it was really hard.

All of that habitual, learnt behaviour.

All those terrible habits.

Undoing years of conditioning.

It's not easy.

It's like shedding lots of useless body fat and building muscle in its place.

You can read about sales on Linkedin or in a book, but if you don't transform your bad habits into empowered ones it's useless.

Understanding something logically, and executing in the moment during a highly pressurised sales meeting, are two very different things.

Managing your emotional state and navigating that of your prospect.

I remember going completely blank - having the awareness that I needed to refrain from pitching my product - but having no flow or anything else to say in its place. 

Tumbleweed. Awkward silences.

But in time I built the muscle. 

I understood the importance of being absolutely present, responding in the moment, asking the right questions, reading the room, and making people feel comfortable, understood and listened to.

Most salespeople are trained to relentlessly pitch product. And very little else. 

This is why selling competently often requires a complete mindset shift, months of practice, constant repetition, and a mentor for guidance & objective feedback.

It's behavioural change - not just a few tips and tricks. 

It's also easy to give up & slip back into old habits, doing just do enough to get by. 

Like quitting the gym and going back to eating family packs of monster munch whilst watching netflix. It's comfortable. It's easy. 

Growth requires a commitment to change, with someone to hold you accountable. 

And the desire to make it happen.

#sales #mindset #selling