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Sales Success is 80% Mindset, Period.

Sales Success is 80% Mindset, Period.

Hey guys,

Today’s post will be a lengthy one, but a foundational one.

One of my mentors, Tony Robbins, says Success is 80% psychology and 20% strategy.”

And I couldn’t agree more.

He says this is true regardless of what your goals are or what you’re working on.

It doesn’t matter if you’re an athlete or a scientist…

Success in anything is 80% “mindset,”

And only 20% “how to do it”

This couldn’t be more evident in sales…

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You see,

We all know that sales is about grit, fortitude, tenacity, and the ability to persist…

But then why do we so often want the “tactics” if tactics only make up 20% of what makes a person successful?

I think it’s because our brains are wired, or we’ve been conditioned to focus on the “how” to do something…

But today’s article will be focused on the other 80%…

Today’s article will be focused on something I’m personally very passionate about…

MINDSET.

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You see,

Mindset is EVERYTHING…

It’s the alpha and the omega…

Mindset is what separates the boys from the men so to speak…

When shit gets tough, what do you do?

Do you go run and cry in a corner?

Or do you go all-in, declare war, and put your life on the line to go out guns blazing…. Killing everything in sight? (so to speak)

It’s this latter attitude that declares the winners of our world, and certainly this is no different in SALES!

In sales, the toughest part of the role isn’t necessary the skillset required…

But it’s the constant barrage of “no’s” and “not interested” that we as salespeople have to plow through in order to get to the “yeses”…

It’s the constant pressure, stress, and repetition of the grind….

Look,

Some people might think that sales is “simple” – they might think that sales is not technical, and that it might be “below” them…

While sales might be simple at times, it sure as hell isn’t easy…

And while the technical skills required might not be the same as a programmer or engineer,

To do the job well does require a high level of skill, regardless of what people think…

Sales is a combat sport… you are in the trenches everyday fighting it out, and there is never an end in sight…

One quarter turns into the next, one month bleeds into another, and each day fades into the next…

You must become ADDICTED to the grind….

To THRIVE in this game you must BECOME OBSESSED with the PROCESS….

And learn to LOVE THE GRIND….

That is a key ingredient in top level sales people…

Not only top level sales people, but the best performers playing at the top of any profession..

Simply put,

You must be HUNGRY.

Another thing that I heard Tony Robbins say was that he’s met some wickedly smart people…

But some of those wickedly smart people couldn’t fight themselves out of a PAPER BAG!

The real secret ingredient…

That determines success in ANY calling… is HUNGER.

It’s especially so in sales…

Where you’re called upon to go out and hunt everyday…

You must be HUNGRY…

You must have a BURNING DESIRE to SUCCEED and to be the best…

I’ll tell you a story that happened recently…

A couple of days ago,

Our CRO brought in a sales trainer to share with us his philosophy of selling….

It’s called, The Transparency Sale by Todd Caponi

The basic premise is that as sellers, instead of trying to cover up our flaws and pretending to be perfect

We should lead with our flaws.

Todd stated that research shows online reviews with ratings of 4.2 stars – 4.5 stars actually sell better than reviews of perfect 5 stars!

Well, this makes sense because people tend to distrust things that are “perfect…”

Whether that’s a product or human being…

As we all know…

No one & nothing is 100% perfect….

This is important in our discussion on sales success and mindset because it’s so counter intuitive to what we are shown in movies and TV.

Lots of beginner salespeople think sales is about bragging about how awesome your product is…

While you’ll definitely have a chance to share the benefits of your product…

It’s not what most people think.

It’s not this constant stream of blabbering over features and awards regarding your product…

It’s not just this obnoxious “bragging” that’s often shown in the media…

What Todd is saying is to lead with your flaws, because that will lower people’s defenses and allow them to trust you more…

This isn’t a new concept by any means…

It’s vulnerability…

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It’s the same idea in any relationship…

Whether with a friend or with an intimate partner…

When we become vulnerable and share something about us (or our product) that might not seem “perfect…”

We automatically gain the trust of the person listening…

They automatically let their guard down… it’s human nature!

But here’s the caveat that so many people seem to miss…

You can’t use this as a TACTIC.

What do I mean?

You can’t use this as a “tactic” to manipulate people into trusting you…

You actually HAVE to be transparent…

What does this mean at the end of the day?

You actually have to tell the truth…

You actually have to be real…

You actually have to be genuine… because that’s who you are!

You can’t use transparency as a “tactic” because the moment someone smells you out….

That trust is GONE… and you’re DONE.

That’s the thing with tactics…. You can’t use them for just their sake…

You actually have to care, you actually have to give a shit, you actually have to want to help your customers from a genuine place…

This sounds so corny, but this is truly the 80% of sales success I’m talking about…

It’s a big part of the “mindset.”

One of my heroes is Gandhi…

He is someone who has impacted my life in a great way, not just in sales but in life…

I draw wisdom from one of his quotes, and when I thought of this… I think of his quote:

“When I despair, I remember that all throughout history the way of truth and love has always won. There have been tyrants and murderers… and for a time… they can seem invincible. But in the end they always fall. Think of it always… whenever you are in doubt that this is God’s way – the way the world is meant to be.

Think of that and then try to do it His way.”

-Mahatma Gandhi

Gandhi was a man who without weapons, without an army, without even any real clothes… overthrew the greatest government and military force in the world at that time.

Gandhi overthrew the British Empire, and gave India its independence.

While that might not be “power” in the contemporary sense….

But Gandhi was arguably the most “powerful” man that ever lived…

And two of the greatest forces that Gandhi used at his disposal were “Truth” and “Love”

I know this might sound super corny, but fuck….

If you want to be great, you must study greatness….

And if “telling the truth” is good enough for Gandhi… it’s good enough for me.

Again, these concepts are not new….

“Transparency Selling” isn’t new…. It’s as old as time….

While the book has great content, and I do recommend you pick it up…

Learn to recognize the underlying principles underneath.

What I’m getting at is that most people tend to look for the “hot new tactic” that’s going to get them more sales….

What I’m really saying is pay attention to the timeless principles at work here that will stand the test of time….

They will “work” whether you’re selling by phone, through social, or looking to influence your colleague or your boss face to face…

These are the strategies I’m talking about: 

              • Telling the truth (transparency)
              • Tenacity and being persistent
              • Doing the work even when it’s uncomfortable
              • Having a genuine desire to help your prospects

These are the qualities that will enable you to be successful no matter what it is you’ll be selling.

You won’t have to worry about knowing the right “tactics” because if you have a strong foundation…

You’ll already be 80% of the way there…

Build your house on a strong foundation, not a weak one, and you will win…

You’ll be able to figure out the specific strategies…

Remember,

“Success is 80% Psychology, and 20% Strategy” – Tony Robbins

I hope you guys found this article helpful, it’s my desire to share what I’ve learned over the last decade in sales and personal development and share what I’ve learned and what’s worked for me…

If you guys found this helpful, please drop a note, share the article with a friend, and let me know what else you’re looking to read about.

Let me know what resonated for you in this article!

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