What is ‘Mindset’ and Why
Does it Matter?
What is Mindset?
It may not be what you think
Sales mindset isn’t just some vague concept about motivation, inspiration, or positive mental attitude. It’s a very specific ‘way of thinking’ that informs our approach, directs our actions, and colors our language as we engage with customers day in and out.
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I’ve come to believe that it’s the most important variable (within our control) influencing our sales results. What follows below shows exactly why.
The role of mindset started to reveal itself with amazing clarity during my pioneering work in the trenches a few decades back. In the years that followed, my work with companies and individuals confirmed, completed, and codified those observations.
The 'Why Mindset Matters' story is immediately below, first at a high level, then by way of a detailed deep dive. Crucially, it connects the dots by showing the direct ‘line of logic’ between sales results and sales mindset.
high level
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Over the years, the soundness of the sales results/sales mindset connection has been universally accepted (and often praised) by countless executives and customer-facing professionals. A high-level sequence of the five simple steps in that ‘line-of-logic’ is shown below.
WHY MINDSET MATTERS:
Sales Results
Sales Mindset
​It’s harder to create trust in the buyer/seller interaction than it is in any other human interaction.
​There are six
signals that
trigger a trust response (positive or negative) in the customer’s mind.
​We all come 'prewired' to send the negative ones. This is the Traditional Sales Mindset.
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Beginning with the end in mind: our sales results!
deep dive
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If you'd like to do a much deeper-dive, the ‘5-part mini-series’ below presents the five steps in the sales results/sales mindset line-of-logic using illustrations, examples and stories.