What's the biggest frustration sales managers and salespeople face?
Sales Leaders Tell Me:
"I know everyone on my team has the potential to sell more and that's fine. But I need results now!"
Salespeople Tell Me:
"My manager tells me I have more potential than my sales indicate. I don't know what's keeping me from doing better."
The Million Dollar Question:
"What's keeping salespeople from getting to their next level?"
By the way, that question includes our high performers.
Even the stronger salespeople hit a plateau and stay there for too long or indefinitely.
Do we really believe they've maxed out their real capabilities?
These are all questions about human performance, a topic I bet you've always been drawn to.
So, let's go back to the question of what keeps us from unleashing more of our potential.
What Explains Elite Performance?
To understand performance, we have to look inside.
Think about it: We see the behaviors in someone's performance.
We see the results of their performance.
But we can't and don't see is what's going on inside their mind.
We see the results of someone's mental game but we don't see the game going on inside their mind.
To understand why someone is struggling in sales or in an area of their life or to understand why someone else is a force of nature in sales and life, we have to look inside their mind.
That's because our performance begins in our mind.
That's especially true regarding sales performance.
Knowledge, smarts, and talent matter but most salespeople are fine in those departments.
That's not what's holding their sales down.
So, what is?
The general answer is what's holding salespeople back has to do with the limits they've accepted in their own mind.
It's not hard to see when we look at aspects of their performance.
Salespeople are afraid to prospect.
They're afraid to ask for the sale and afraid to stick to their price.
They don't talk or act as an equal, as a peer, as an expert.
And, they freaking hate hearing "No" and they fear being "rejected".
The truth is that selling is really a mental and emotional game and what goes on inside the mind of a high performer is different than what goes on in the mind of the average performer.
Elite Performers Have an Edge!
The fact is that high performers DO have an edge.
Selling is mental and emotional, through and through, and the best sales performers play an exceptional mental and emotional game.
The Elite Performers Mental Game:
- CERTAINTY: High performers expect to succeed and that's why they are able to stay the course during setbacks, and challenges.
- SELF-VALUE: High performers know what they are worth and that deep feeling inspires their sales communication and behaviors.
- REJECTION IMMUNITY™: High performers are immune to rejection and setbacks. Not 100% but they're fairly bulletproof.
- EMPATHY: High performers don't think about"making the sale." They think about making a difference and that comes through loud and clear in how they talk, act, and serve.
- VISION: High performers think BIGGER than everyone else.
- SUPPORT: High performers have the support they need. Get the right support and everything changes.
These six traits don't cover everything but they explain a lot when it comes to high performance and elite performance.
Is Mindset Fixed or Can It Be Coached
and Developed?
The question is, "Can we coach and develop a high-performance, relentless, and "think bigger--no bigger!" mindset?"
My experience shows us we can, without a doubt.
Let's start a conversation about how to get your team (or you) playing from a fearless and certain mental and emotional game and sell more--and have more fun doing it.
Give me your toughest questions, frustrations or opportunities to break past records.
I'm an expert on human behavior, human performance, and the mental and emotional game of selling and I just might be what you're looking for.
Call me at 678-778-9012, or send me a text, or email at alan@alanallard.com.
Connect with me on LinkedIn here: https://www.linkedin.com/in/alanallard/
P.S. Be sure to sign up for my newsletter. I'll give you insight and tips into changing human behavior, sales behaviors, and dramatically increasing performance.
