Chapter 27 - Improving Mental Strength
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Chapter 27 - Improving Mental Strength
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Chapter 27 - Improving Mental Strength
- 1. Chapter 27 – Improving Mental Strength
- 2. Warning: This content will be a little fluffy
- 3. Step 1: Focus on the right goal
- 5. Decreasing Self-Doubt External and Internal Environment Changing Your Mindset Maintaining Mental Strength
- 6. You should enjoy prospecting.
- 7. Salespeople are born, not made.
- 8. You need to have a certain personality in order to sell.
- 9. You need to be pushy and aggressive to be a good salesperson.
- 10. You have what it takes to be the perfect fit
- 11. Decreasing Self-Doubt External and Internal Environment Changing Your Mindset Maintaining Mental Strength
- 12. Prospects are extremely busy Tremendous amount of competition Prospects do not answer their phone Prospects are putting gatekeepers in your way Prospects are not in “buying mode” External Environment
- 13. Fear of rejection Call reluctance Lack of clarity for what to do and say Lack of confidence Low belief in product/service Lack of motivation Internal Environment
- 14. Become More Prepared Call scripts Key questions to ask Objection responses Role-play
- 15. Decreasing Self-Doubt External and Internal Environment Changing Your Mindset Maintaining Mental Strength
- 16. Value Awareness Become more aware of the value you offer Identify the value that you offer Keep value at the front of your mind
- 17. View Yourself as a Helper What you sell helps someone You are looking for these people You are trying to help these people Stop being a taker Start being a helper
- 18. Eliminate Weak Language “I know you are busy right now.” “I am sorry for the interruption.” “I will not take too much of your time.” “Did I catch you at a bad time?” “I am sorry to bother you…”
- 19. Sales Affirmations Positive statements that remind you of your strengths Can use your consultative sales message • Value points • Pain points • Name drop • Product Can put on a piece of paper • Put on your wall • Review when you start your day • Review when it is time to make calls
- 20. Alternative Improvement Activities • Meditation • Yoga • Reading • Nap • Exercise • Walk
- 21. Decreasing Self-Doubt External and Internal Environment Changing Your Mindset Maintaining Mental Strength
- 22. Compartmentalize Your Time Segment your days and time to only focus on one area at a time Identify your different categories of tasks Assign parts of the days and week to categories Only focus on assigned category at designated time Minimize multi-tasking
- 23. Establish a Daily Routine Identify daily activities Establish structure and routine for tasks and processes
- 24. Create Your Own Targets Daily, weekly, monthly, yearly goals Calls, events, meetings, leads, sales Try to make realistic to stretch at most Keep them in the front of your mind Write down Print out Post on a wall Read them daily
- 25. Track Progress Number of activities completed Progress toward goals and targets Use a spreadsheet, tally marks, counter, etc.
- 26. Decreasing Self-Doubt External and Internal Environment Changing Your Mindset Maintaining Mental Strength
Editor's Notes
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- We want to start out this module by getting a baseline of how you feel and think about some sales related topics. We will go through a list of areas and what we want you to do is identify three words that describe how you feel or the first three words that come to your mind. I would encourage you to be honest here as it will help make the exercise more productive. When you identify the three words, write those down on your worksheet in front of you. (Go through the list one at a time letting the students write their answers. When you complete the list, go around the room and gather one answer from each question from each student and write on the board.)
- The next concept that we are going to discuss is value awareness. We will actually discuss what value is in more detail and how to figure out what value you have to offer in another module, but value is basically how you help or what you provide to others. One way to improve you mental strength is to become more aware of the value that you offer and to not lose site of it, which is what we usually do when we are in the trenches selling day in and day out. When we are not aware of how we help, we can slip into having a needy frame of mind and we are taking from our prospects. Having value awareness will flip that and give you the mindset that you are helping and giving something when you sell. To improve your level of value awareness, you can start with first identifying the value that you offer and we will go through that later. But from there it is really all about keeping that value at the forefront of your mind when you sell and talk with prospects so that you have the mental frame of mind that you are helping and have something to offer. By improving you value awareness, you will decrease reluctance, decrease anxiety, improve confidence, improve motivation, and improve your belief in what you sell, what you do, and who you are