Sales leaders, managers and sales professionals everywhere say, "We need more sales, faster sales, and bigger sales."
They just don't know how to achieve that—not on the level they want.
However, I know what blocks salespeople from selling more and what to do about it.
I'm an expert in both human performance and sales performance.
(I'm a former psychotherapist from the Chicago suburbs where I was in private practice for twelve years—that's where I learned what blocks performance and how to help people make rapid change and make that change stick.)
When I began working with salespeople many years ago, I discovered a lack of sales wasn't due to a lack of knowledge.
A lack of sales is most often due to a lack of execution—knowing what to do isn't the problem.
Salespeople know to prospect, to ask for referrals, to reach decision makers, to sell on value rather than price.
So we train them, once again, on how to do all these things.
But you know as well as I do not much changes.
That's because we keep addressing the "outer game" of selling—how to prospect, ask for referrals, be persistent in getting to decision makers, ask for the sale, sell on value—we tell salespeople WHAT to do and then expect them to do it.
But they don't. They need help with the "inner game" of selling, the mental game of selling.
Elite Sales Performance Begins in the Mind
What is it that sets high performers from the rest? It's not necessarily their sales or product knowledge.
Elite performers sell on the level they do because they've mastered their mental game and the emotional challenges they face every day.
What stops most salespeople from taking action doesn't stop elite performers.
They are resilient. They have what I call Mental Kevlar™ that protects them against fear, rejection, disappointments, and setbacks.
Selling is Emotional From Start to Finish
Sales success is about human emotions, as is life.
We know that both buyers and sales professionals experience many emotions in the buying—selling process.
Think about it:
Why don't all sales professionals prospect like they should and consistently ask for referrals?
It's not because they don't know how.
It's because their doubts, insecurities, and fear stop them.
They feel intimidated on the phone or when they're with a prospect or even a client.
They know what to do but their emotions get in their way.
Elite performers know how to handle frustrations and defeats. They are confident with challenging prospects and clients.
They're confident in who they are and in what they do. Why is that?
Elite sales performers feel equal to their prospects and clients. They're not vendors—they're partners bringing dramatic value and they own that.
Too many salespeople feel "less than" their prospects and even clients.
Their fears cause them to seek approval and validation and that undermines their ability to communicate from the position of a peer or partner.
Playing At the Top Of Your Game:
Elite performers take action and produce results.
Why doesn't every salesperson do that?
Because action requires self-motivation, especially in the face of adversity.
That's the mental game, the inner game of selling.
It's the toughest part of sales training and the most neglected part of sales training.
We keep telling salespeople WHAT to do without training them how to do it.
The business acumen salespeople need help with is the business of developing their mental game.
That's why I say " If you want to grow your sales, master the mental game of selling."
Then you'll be able to play a bigger game. The game you want. A game you love playing.
If things are going well you want to be challenged, you're in the right place. The best time to play a bigger game is when you're at the top of your game.
If you aren't thriving, take action now.
Elite performers know the best return on investment is an investment in themselves. Sales leaders know the right investment in their teams produces dramatic returns in improved sales.
But we need to stop relying on traditional sales training—training for the "WHAT" to do in sales. We need to give salespeople training for the mental game of sales.
Bring me your biggest challenge or opportunity--at the very least we're going to have an eye-opening and provocative conversation you will remember and put to use.
Contact me today at firstname.lastname@example.org
Take Action Now:
Get your free copy of "The Key to Elite Sales Performance: Sell More, Sell Faster, Sell Bigger" by signing up for" Alan's Sales Coaching Minute"—it will challenge you, provoke you and inspire you.
You will get my provocative insights and strategies to dramatically increase your success at work and your sense of happiness, deep confidence, self-worth and fulfillment in life.
Sign up for my blog as well (separate sign up box) and let's begin a revolution of thriving at work and in life.
Let's set up a time to talk, reach out to me at 678-778-9012 or email@example.com
Our first conversation will be as long as we need and it will be on my own dime, not yours.