5 Mindsets Every Salesperson Must Have

It matters not if you’re the lone show runner as the business owner, or if you’re leading a sales team to drive the lifeblood of your company—your mindset can either make or break your success.

And the one thing that separates great sellers from “wishful peddlers” is the mental game.

Here are 5 key principles that top salespeople around the world live by:

1. PurposeThe fundamental difference between a consistent sales closer and a rookie salesperson is figuring out the “why”.

Why does your product or service exist? Why does your company sell this product and how does it help your customers?

A rookie may have never given a thought to these questions. But a salesperson without these answers is like a boatman lost at sea without a compass. He paddles hard, hoping to get somewhere… but he’s at the mercy of the tidal currents and he can’t tell if he’s approaching land or if he’s hopelessly adrift.

Outstanding salespeople, on the other hand, are inspired by the ‘why’ behind their products and services. They know that their products will genuinely help and benefit their customers.

With this as the directional compass and their motivation to close sales, their sales are no longer just part of fulfilling another Key Performance Indicator (KPI) or task to be completed. It becomes a moral responsibility to turn as many prospects into customers because each customer is someone who will benefit.

The difference between these two mindsets is staggering. One is virtually aimless with minimal motivation, while the other is a highly focused powerhouse that surpasses expectations.

2. Help, Not Sell

If you’re clear on your ‘why’, then the natural next step is to help your customers with your product or service.

This affects the way you talk to prospects. More importantly, it has a profound impact on how people perceive and feel about you.

They’ll know if you’re honestly delivering value and helping them, or if you’re just there only to close a sale.

In a study done in Boston, 341 salespeople were studied.1 They came from 11 different companies that were spread across five different industries. The outcome of this study stunned researchers: top salespeople differed from the others not because of skill, education, or how charming they were, but by how honest they were.

Sales superstars look deeper at the needs of a prospect and deliver value that’s often at a personal level – through sincerer understanding and empathizing.

No buyer’s remorse. No missed expectations.

When customers experience your honesty and trust you, people keep buying and they refer more customers to you.

3. Be An Authority

How well do you know your product?

How much understanding of your customers do you have?

How informed are you about your competitors and their products?

Top sales producers are prepared to discuss key differences between their product and a competitor’s. They’re able to list out specifications, and the primary benefits at the drop of a hat.

The best salespeople understand that it takes a lot of unimpressive research and preparation to achieve impressive results.

They spend time talking to their customers for feedback, researching the market, and discussing news and trends with their peers. Armed with information and insight, this makes them highly effective at selling and marketing their products and services.

As Abraham Lincoln said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.”

4. Keep Improving

Rookies believe that education is only one phase of their lives. Once they’ve earned that diploma or degree, they stop learning new things.

Veterans are aware that learning never stops, and every day is an opportunity to hone their skills and expand their perspectives.

The best salespeople grow through courses, books, and podcasts. They seek and consume as much information as they can find to develop themselves and get better at what they do, no matter what they have achieved.

They’re not content with the status quo, and they keep working on themselves for their customers, their products, and for their company.

Just like how they actively seek information about their products, customers, and competitors, they keep developing themselves to be better as a salesperson and also as a human being.

5. Stay Hungry

High performing salespeople across multiple industries have this one thing in common: High motivation.

They’re not comfortable. They want more. And they’re willing to do whatever it takes to bring their business to greater heights.

It’s the journey that they’re invested in, not the destination. Where a rookie sets his or her sights loosely on a particular milestone, the veteran salespeople would already be laser-focused on their immediate plans and strategies and working towards the next goal on the horizon.

They’ve already factored in how to get there, how long it’s going to take, and what’s needed to achieve it. Their goals are highly specific and they’re willing to work harder and longer than their peers.

In contrast, the rookie’s goal is often significantly smaller. They didn’t dare to dream bigger, and they’re not exactly sure on how to get there, which hampers their progress.

Even if they managed to achieve their goal, they often find themselves mired in a state of emptiness because they’ve only thought about a single destination and not the journey and the limitless potential of what else they could have strived for.

Instead of only thinking about a single point to reach, we should plan a career path. Only then will we be motivated and wake up every morning thinking of the bright future ahead, even if we’ve achieved one or more major milestones.

Your mental strategy is the single most important thing that you must work on as a salesperson or as the business owner.

If your business is failing, chances are, cash flow is a problem. This means that something is wrong with your sales process and the way you’re training your team. Get clear on the “5 Steps to Train Your Sales Team in 5 Days” and you’ll not only end up with some great ideas to run your business but some great ways to execute those ideas.