Shifting the Sales Mindset
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This document summarizes a presentation on shifting sales mindsets. It introduces the presenter and their experience in various sales roles. It then discusses how our own beliefs can be our biggest obstacles to success in sales. Common negative beliefs associated with sales like being pushy or needing to be an extrovert are challenged. The presentation advocates shifting to a more consultative, customer-focused mindset focused on curiosity, persistence, and service over traditional sales stereotypes. Action items are provided to help shift mindsets, like reading recommended books, self-reflection, learning from successful salespeople, and prioritizing customer success over closing deals.
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Shifting the Sales Mindset
- 1. Shifting the Sales Mindset Presented by George Brewster 7/30/2014 1
- 2. Who am I? 1. Personal Info: a. Father b. WA Transplant c. Athlete 2. Sales Experience a. Photographs – Sharp Shooters b. WRAP Accounts – Brinker Capital c. Research – Jupiter Communications d. Software – Tamarac Inc e. Retail Brokerage – Edward Jones f. Sales Support - Washington Mutual g. Change Management – PeopleFirm h. Sales and Leadership Development - Gimbal Systems 3. Masters Degree in Applied Behavioral Science – Bastyr University a. Continually Curious b. Added Science to the Art c. Performance Frameworks B to B B to C Human to Human Passionate about supporting and wired to support other people’s success 2
- 3. Provocateur Our Biggest Obstacle to Success? Ourselves 3
- 4. Mindset Starts with our Beliefs Driven by the thoughts and stories we tell ourselves The stronger they are the harder they are to shift 4
- 5. When you think of “Sales” or “Selling”, what is the First Word that comes to mind? 5
- 6. Typical Answers 6 After Money, Pitch, Marketing, Persuasion
- 7. When you think of “Sales” or “Selling”, what’s the first Picture that comes to mind? 7
- 8. Typical Answers • Extrovert • Annoying • Door to door salesman • Briefcase • Telephone • Outgoing • Handshake • Smile • Shark • Sleazy • Talker • Car • Professional • Money • Aggressive • Used Car • Slick • Man in a Suit • Pushy • Used Car Salesman • Suit • Car Salesman 8
- 9. Are these Beliefs Helping or Hurting you? Honestly.. 9
- 10. The Big Shift Caveat Emptor “Buyer Beware” Caveat Venditor “Seller Beware” 10 Access to Information and Immediate Feedback have changed the rules and the power
- 11. Despite the big shift… 11 Our and our prospects beliefs about sales still tend to get in our way
- 12. “I don’t want to be the pushy salesperson” • 44% of sales people give up after one “no” • 22% give up after two “no’s” • 14% give up after three “no’s” • 12% give up after four “no’s” • 92% of sales people give up after 4 “no’s” • 8% of sales people ask for the order a fifth time 8% of sales people are getting 80% of the sales / meetings!! 12
- 14. “You have to be an extrovert to be in sales” 14
- 15. “You have to know everything” 15
- 16. “Its all about the business and closing the deals” 16
- 17. Keys to Success • If you want to change something, you need to change what you believe • Identify and evaluate your beliefs • Reframe the beliefs so they serve you • Curiosity is the killer app • Practice the “Platinum” Rule 17
- 18. Action Items to help Shift • Read Daniel Pink’s Book • Know they self under duress • Be persistent • Have a process • Identify and learn from the best • Be yourself and be passionate • When in doubt, be in service to other’s success 18