Last year, I published the book A Mind for Sales, and people ask me all the time, “What does it take to have a mind for sales?”
I’m going to walk you through 10 of the things I identify in this book.
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Video – What Does it Take to Have a Mind for Sales?
1. Knowing You’re in Control
Too many salespeople allow other people to be in control when, in reality, you are the one in control.
When you have a mind for sales, you know that you are the one that controls how you react to your environment.
When you are in control, you are the one that is responsible for your own actions. You do not pass blame and you do not lay it on the feet of other people; you take control, and you take responsibility.
2. Discipline of Time
I cannot stress this enough: Time is an asset that you cannot make more of.
We all are blessed with 24 hours a day, seven days a week. It is only a matter of how we choose to use it.
What having a mind for sales is all about is knowing how you use your time and knowing how to use it wisely.
You are spending your time on productive activities, not on ‘busy’ activities. There is a big difference there.
I have several videos out on my YouTube channel that deal with time management; check those out.
3. Optimistic Mindset
You cannot have a pessimistic mindset and have a mind for sales because sales is about helping others see and achieve what they didn’t think was possible, right?
To do so, you have to be optimistic about the outcomes, the benefits, and how you can help other people. That is what sales is all about.
4. Passion for People
I am going to build on number three here and say: Sales is not about yourself.
Sure, sales is about results and I get that.
Salespeople are very competitive, but they are competitive because they have a passion to help people.
Are you more focused on making a commission or are you more focused on helping people?
When you have a passion to help people, to take the time to listen, to empathize, and to make a difference in people, it is amazing the results you can achieve because people know you are focused on them, not on you.
More on helping others – starting with the prospecting process – here.
5. Servant Attitude
A servant attitude means you’re willing to go the extra mile to get what needs to be done, done.
A servant attitude means that you focus on helping other people. You are serving other people. You are not putting your needs first; you are putting the needs of the customer first.
You are there for the customer when they need you and you are also taking care of yourself because here’s the thing:
If you do not first take care of yourself, you will never be in a position to take care of other people.
6. Knowing the Solutions You Create
If you do not know the outcomes you create and if you do not know how you help people, how can you even say that you are in sales?
Salespeople are very focused on knowing what the solutions they create are, and they are zeroed in and laser-focused on helping people see those solutions.
They really only spend time with people who can benefit from those solutions, which comes back to my point of being disciplined with your time and being in control.
Successful salespeople know who to spend time with and who not to spend time with.
7. Seeing Sales as a Lifestyle
Think about this for a moment: Seeing sales as a lifestyle means that it is not a job and it is not something you tune in and tune out of.
Sales is something you do all the time.
You are wired to be open to knowing that whatever you do, it is a sales opportunity. What does this do?
This puts you in a better position to understand and to listen. It puts you in a better position to see opportunities that nobody else thought were out there, but you see them because you are viewing sales as a lifestyle.
via Spiro Technologies on GIPHY
What does goal-driven mean? It means that when I set a goal, I achieve it. I do not stop.
I do not just set a goal to set a goal. I set a goal and then I build a plan. That is the big difference between a lot of people.
A lot of people set goals, but they never really set a plan to achieve it.
When you have a mind for sales, you set goals and you set a plan to achieve them.
Read my latest post on the common mistakes people make when setting and achieving goals.
When you know what your goals are, you know the solutions you can provide, and you know who you are going to be focused on.
What does this mean? You are focused.
What does this do? It helps you be a better steward of your time, which I explained in number two.
When you are focused, it is amazing how clear everything comes into being in your mind.
When things are clear in your mind, they become clear in your customers’ minds.
10. Continuous Learning
When you have a mind for sales, you never stop learning. You are continuously learning.
Why? Because you know there is more knowledge to be gained.
There is more knowledge to be gained so you can help more people.
There is more knowledge to be gained because you are on a continuous path of improvement. You are never settling.
You view yourself as a green apple. Why a green apple? Because a green apple is still getting better; a red apple is as good as it is going to get, right? Yet, a green apple is always getting better. I love that view.
What will you do today? By watching the video above or reading this post, you are practicing continuous learning.
These are 10 of the practices I talk about in my book, A Mind for Sales, along with a whole host of other strategies.
If you have not read the book, pick it up here or at your local Barnes and Noble. When you do, leave me a review on Amazon if you don’t mind.
Lastly, enroll in my latest masterclass for more A Mind for Sales-based sales resources. It’s there to help you. Or, level up to become a Level 3 student at The Sales Hunter University for access to every masterclass, personal coaching sessions, and more.
As one of my loyal blog readers, I have an opportunity today for you to invest in your skills. Together, we can take today’s challenges and turn them into once in a lifetime opportunities. Consider this quote that I wrote in my new book, A Mind For Sales and say often:
When challenges arise we don’t rise to the occasion, we sink to the level of our training.
Are you ready? Watch the video above, and come be a part of the continued conversation as we all become masters in our fields and passions. My new program, The Sales Hunter University, is where you’ll find it all – unlimited personal growth, hands-on learning, quick tips, abundant resources, and an amazing community.
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Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.