This document provides advice and guidance on improving sales performance. It discusses focusing on building relationships with customers rather than just closing sales. Maintaining a full sales funnel is important for ongoing success. The document emphasizes continuous self-improvement and managing one's time effectively. Successful salespeople work on their craft 24/7 through attentiveness to opportunities and maintaining positive attitudes and behaviors.

1. The Mental Side
of Sales
@SaniLeino

2. Who?
Co-Founder
Worked at

3. Sales is (commercial) interaction between people.

4. Quantity x Direction x Quality Result
1. Quantity means how many sales
actions are made / potential
customers is being adressed.
2. Direction, means your the
recepient of your sales actions.
3. Quality, tells how well your sales
action affects to the recepient.
1. If this is close to zero, it doesn’t
matter how well the other parts are
done.
2. If your selling to wrong people
(who are not decicion makers), the
quantity and quality is indifferent.
3. If the quality of sales actions is really
poor, it doesn’t matter how high the
amount is.

5. ”Sales Funnel” 101
1. Fill (keep many prospects)
2. Speed up (Sales Cycle)
3. Find lead’s (also) for yourself
4. Keep different opportunities,
of different size and faize active.
5. Clean up the ”no good” / old
Remember:
If you can keep on filling the
”Sales Funnel”, then you will
know how well you are going
to do this month, and you can
start working towards the
next months salary
Process of this kind creates
assurity for you!

6. ctivity.
If Yoda, would teach something about sales,
He would probably say:
”Action leads to reaction,
Reaction leads to counteraction,
Counteraction leads to interaction,
Interaction leads to conversation,
and without conversation there is
nothing and nobody to Sell”
”Do, or do not. There is no try.”
- Master Yoda

7. "When you judge another, you do not define them,
You define yourself.“ - Wayne Dyer

8. Trust and more meaningfull relationship are
built between these steps:
© Aalto, Rubanovitsch – Myy Enemmän, Myy Paremmin . 2007 WSOPpro s. 35

9. Otherwise…
Lähde: Painajainen perheessä – elokuva , jossa Greg Focker, jäi auttamatta hänen lankonsa ”luottamuksen ringin” ulkopuolelle
ja vaikeutti näin huomattavasti heidän välilleen luotavan luottamukseen perustuvan perhesuhteen onnistumista.

10. ”What is the diffenrence between good and great sales people?”
”Selling takes place in the talk,
buiying in the pause.”
- Brian Tracy

11. Top 8 wrong mindset in Sales
1. Focus on Closing
2. ”I need to achive the goals given”
3. Every sale is a good one - 100% Hitrate
4. Sales tools, Boss, Location, Kitchen table is wrong…
5. After this big sale, I can lay down for a while
6. I’m too busy to do more results
7. Wait, I will put my sales cape on.
8. ”Camoon, one day. What does it matter...”

12. Focus on these instead
1. Focus on starting a relationship
2. Define your own goals
3. All customers are not as important
4. Stop making excuses – to yourself and to your customers
5. Kaizen & Lean– Continuous improvement
6. Time is the most valuable asset in Sales – how well are you managing it?
7. Be a Salesman & yourself 24/7
8. Exceed expectations – Build trust

13. DON’t focus on Closing!
• Making a sales is a natural part of the customer relationship
- don’t over emphesize it
• Are you Closing a sale or Opening a Relationship?
• Different techniques are often harmful
– Customers are not stupid
• ”You cannot control a sale”
• Be a customer for yourself – You will learn a lot!
Closing & Opening?

14. Closing a Sale
vs.
Opening a relationship

15. “Many people spend more time in planning the wedding
than they do in planning the marriage”
- Zig Zeglar
Focusing on Closing

17. “Fear is the path to the dark side. Fear leads to anger.
Anger leads to hate. Hate leads to suffering.”
- Master Yoda
”You made the money at a No,
You just collect it at a Yes.”
- Brian Tracy

18. Focus / Goals
”You had me at Hello” – attitude.
- First impression is made within 3 seconds,
are you genuine or not?
What is the goal?
The Sale or the Relationship?

19. Don’t focus on the goals given by organization
but instead
Make goals for yourself based on your situation and desires

20. All customers are as important
Key Customers
Mediocre
Not so
valuable
customers
Key
Mediocre
Not so valuable
The size of the area is the amount of your customers The size is the time used/ effort made
to this segment
Typical Model:
Time / Effort:
Important Mediocre Not so important

21. All Customers are
as important to us/me.

22. All Customers are as important
Remember the Pareto principle:
20/80 – Rule
Note:
I’m not saying, that you should treat your customers badly,
you just need to categorise your customers in order to serve them even better
(by you or is some other channel better?)

23. OK – is a curse word.
Exceed the expectations

24. ”I’m always there for you,
Olen aina tarvittaessa paikalla”
when necessary”
Is it a real ”Fire” or
Can someone else help with this?
This way you will get a customer,
that is loyal to you in return.

25. ”Don’t focus on something you cannot control.”

26. Being Buzy
= result of a failed organizing and prioritizing
(not necessarily yours though.)
• Do the most important thing first in the morning
• Aim for doing things that absolutely need you in particular
• Do and use ToDo- lists where you will prioritize your
activities.
Reading tips
”4 Hour Work Week”- Tim Ferriss
”Seven Day Weekend” – Richardo Semler
”ReWork” – Jason Fried & co. ”Hourly Rate!”

27. How is your ”time block ” spent?
Time available
Work Family Hobbies
Friends
Relatives
Other

28. Kaizen & Lean – continuous improvement
”The day you feel your at the top,
thats the day you start falling from there”
Attitude 90 %
Acitions 9 %
Know how 1 %
”The key factors of successfull salespeople”

29. ”I will put my Sales Cape on and
Tomorrow I’m going to be a Super Salesman”

30. You are already wearing the cape!
• You are a salesman 24/7, so keep your eyes & ears open for opportunities.
NOTE:
This DOESN’T mean that you should sale something to someone all the time.
But be responsive, possibilities may occur in very notlikely time & places
• Selling doesn’t happen in the office.
Face to Face time with the customer matters.
• I recommend to watch:
”Why Work Doesn’t happen at Work” - Jason Fried

31. I don’t have time to Sell, because:
The processes don’t work:

33. STOP bullshitting yourself & customers.
EI
Sometimes you need to make excuses to your boss/customers
but stop cheating yourself for god’s sake!
This is one of the TOP 5 reasons Sales people don’t achieve their goals
- They are not willing to do what it takes & improve their actions in order to be better on what they do.
NO your not getting too many emails – you just react to too many useless
You are NOT too busy – you just focus on not important and to too many
YES you are getting leads – If you are willing to do something also for yourself
YOU KNOW YOUR PRODUCTS – If you are using 10 min to learn them
Are you focusing on the right things??

35. ”Be Yourself, that’s all that you can do” –
Audioslave, - Be Yourself.
• It is important to figure out your own Strenghts & Weaknesses
• Do the DISC analysis to figure out what kind of Sales personality you are
- SWOT for Sales people
-
• Although you can never ”Get to the top”, you must reward yourself occasionally.
– Coffee after a cold calling session etc.
• Don’t be to harsh to yourself
– REMEMBER. You can’t control everything in a sale.

36. “It's a funny thing, the more I practice
the luckier I get”
– Gary Player
“I've failed over and over and over again in my life
and that is why I succeed.”
- Michael Jordan
“I don't know the key to success,
but the key to failure is trying to please everybody.”
Sani Leino
- Bill Cosby
Thanks!