For the last few years there has been such a push on sales technology tools to help us all win at selling that often the basics around mindset get shoved to the curb.
In selling, having optimism deep down and really being resilient grows sales. You CAN figure out the rest. I know I did many years ago. I did not understand the products I was selling, and I did not know who my best customers were, or even how I would reach enough sales to trigger the income I needed to support my family. I did not have a grand plan. What I DID have going for me was such a strong determination to succeed, coupled with an optimistic attitude to make it happen. I couldn’t fail. I wouldn’t fail.
People get confused sometimes about optimism. It is not “head in the clouds”, “we can get to world peace easily” kind of thinking, but rather an attitude of success and accomplishment.
Deep down you feel like you CAN make a difference or you CANNOT. We have been wired this way from birth.
At the Sales 2.0 conference this week, Gerhard Gschwandtner, Founder and CEO of Selling Power talked at length about a mindset for success. He has teamed up with Professor Michael Bernard, an international authority on high performance in the workplace to create a new program on mindset. Their goal is to certify thousands of trainers to train others with the result being that we do focus on mindset for success in business.
My first exposure to an optimistic mindset was through some fantastic old books recommended to me by more experienced and very successful sellers when I was in my early 20’s. Here are a few titles – and they are still great reads today:
Think and Grow Rich, Napoleon Hill
The Power of Positive Thinking, Norman Vincent Peale
See You at the Top, Zig Ziglar
Awaken the Giant Within, Anthony Robbins
The last one listed here by Tony Robbins was not an old book when I was in my early years selling – it was a new book. It is “old” now – but at the time, Tony Robbins was a rising star offering people the “ANSWER” to reaching their dreams. Ready for it? Here it is:
“Everything You Need is Inside of You”. (That’s the loose translation I got after studying his works over the years).
Assume it’s true for just one minute. Everything you need is WITHIN YOU right now.
• How does that change how you’ll shine today at work?
• What relationships can you strengthen for mutual wins?
Have you considered the mindset you’ll bring today?
If you did, what might happen?
Lori Richardson is recognized on Forbes as one of the "Top 30 Social Sales Influencers" worldwide and is a Top 25 Innovative Sales Blogger. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog for sales strategies, tactics, and tips.
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