Not everyone can be a top sales performer, but everyone can think like one. Mindset is critical for sales success. Sales expert and best-selling author, Marc Wayshak, says that when it comes to selling like a top performer, it’s all about sales mindset. This is one of the biggest differentiators between top sales performers and the rest of the team.
In this issue of Promotional Consultant Today, we share Wayshak’s thoughts on how top sales performers think. Read on to see if you’re thinking like the best of the best, or if you need to make some adjustments to your mindset.
I am a peer. You can be grateful for someone’s time, but never consider yourself inferior to them. As soon as you do, the relationship becomes imbalanced. Whether you’re selling to a small business or the head of a massive corporation, remember that you’re both just human beings. See yourself as a peer, not someone less important.
I don’t need this. Remember that you don’t need every single sale, Wayshak says. Prospects can sense the desperation of average and low-performing salespeople who consider every sales situation critical. To think like a top performer, start from a mental position of strength.
I bring value. Wayshak says top performers recognize that they bring real value to the personal and professional lives of those that they sell to. You’re not tricking people into buying something from you. If someone chooses not to work with you, that’s their choice to not take you up on your value. Keep going. Someone else needs what you offer.
I deserve success. This sales mindset is more personal, Wayshak says, and many otherwise-strong salespeople struggle with adopting this credo. However, it’s important to believe that you deserve success. Otherwise, you can begin to self-sabotage by not believing you deserve every sale you go after.
No is okay. No one likes to hear the word “no,” but it’s an acceptable outcome. When you recognize “no” is okay, it takes the pressure off you. You no longer feel like you need to close every single deal. It also takes the pressure off the prospect. You both end up feeling less tension.
I know my why. Wayshak says top-performing salespeople know exactly why they do what they do. This is a key sales mindset because it’s ultimately what drives your day-to-day activity, your sales motivation and your reason for being in sales in the first place.
Maintaining the right sales mindset can position you for the most success. Whether you think you’re not worthy of prospects’ time or you feel pressure to close every single deal, you may be caught in some negative ways of thinking that are holding you back. You can begin to think like a high-performing salesperson by considering the points above.
Compiled by Audrey Sellers
Source: Marc Wayshak is the best-selling author of three books on sales and leadership. He also contributes to Inc., HubSpot, Fast Company, Entrepreneur Magazine and Huffington Post Business. Wayshak has helped thousands of people using his data-driven, science-based approach to selling.
