October 2019

Dear Frustrated,

For many years, I coached people in the sales industry exclusively.  Although now my primary focus is personal development, I still have many clients that are looking for help with stronger sales and business results.  After 16 years of watching patterns in people, I've found there is one determining factor in a client or team's success.  It's mindset.

The one thing that separates those that are successful from those that are not is that successful people have stronger mindsets.  They believe in themselves and they believe in what's possible and they don't allow themselves to focus on how hard it is to hurdle all the external obstacles. 

Many companies train their employees with skill-related curriculum.  Although important, what is most relevant is personal growth training. It's my belief that this should be the focus on a regular basis within companies.  Things like self-awareness and emotional and relationship management would provide far more  benefit if added to the training protocol for those in the sales industry (and let's face it- ALL industries!).  People can have all the technical skills and strategies mastered but if they can't effectively manage themselves internally, none of that will matter.  We all  have room to grow in this area.

If we are brave enough to be really self aware, we'll find that there are often underlying, subconscious patterns that stand in the way of better outcomes.

Here's a few shifts to consider:

• Pay attention to some of the internal sentences you might be allowing to infiltrate your mental space.  What are you saying to yourself (or out loud) about your potential customers, the industry, the challenges, the economy and your product or service desirability?  Really pay attention.  Do you hear a lot of excuses?  Blame?  Take ownership of the stories (real or imagined) that you allow to lead your career.  Hold yourself accountable for the excuses and take 100% responsibility for your thoughts.  Catch yourself when you get stuck in your own idea of reality and when you analyze all the reasons your success is out of your control.  Then choose to focus on what you can do and what is in your control.  Create a plan from the mindset of expansion and possibility versus lack or negativity.  What you focus on most will greatly impact your results.  Focus on all the reasons you can't make better numbers and prepare yourself for the scarcity path ahead. 
  

• Look at the bigger picture.  Focus on what is meaningful about what you're doing.  When we're focused most on making numbers, doing our job so we can collect our compensation, paying our bills and making as much money as possible, we miss out on opportunities that can lead to a more fulfilling career.  What I noticed (and if you've ever bought a car, you've noticed it too), when a sales person is operating in the energy of selfishness, scarcity, lack or desperation, the prospective client/customer can feel it. Slimy sales strategies may lead to some additional sales (occasionally), but true success is multi-faceted and if making money is your primary goal, there will be a limit to what you'll experience. 
  

• Focus on service.  How can you serve your customer.  Forget about what's in it for you.  No, don't play doormat, over-give or sell yourself short.  Instead seek mutual benefit.  Let your highest values lead you and care more about your customer and see what happens

• Sales (like life) is about relationships.  Be honest with yourself about the message you give off about who you are.  People buy from people they like and respect.  Choose to be someone other people want to be around.  Take responsibility for your internal and external reactions.  Who you are matters.  Be willing to do a 30,000 foot view and observe yourself.  How do you treat other people?  How do you treat yourself?  What are you thinking about while talking to a potential customer or colleague?  What does your body language say?  Yes, this matters even while on the phone.  Sit or stand with confidence regardless.  Don't get sucked into the self-judgment trap.  Honor your humanity and imperfections while also rising up.  Be willing to re-evaluate your sales tactics.  What can elevate? 
  

• Authenticity can go a long way in building strong personal and professional relationships.  So be sure you really do like and see the value in what you're selling. 
  

Follow the voice of your highest self- this will never steer you in the wrong direction.  Listen to and trust your intuition and let that always lead your life and work.