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5 Mindset Hacks For Sales

The document discusses 5 mindset hacks for boosting sales. It begins by introducing the author's background in high-ticket sales totaling over $80 million. The author then discusses how mindset is important in sales and introduces the concept of getting "dealt a 7-2" hand in sales. The following sections each discuss a different mindset hack, including listening, passion, psychology, self-sabotage, and focusing on smaller accounts to build credibility. The overall message is that mindset is key to sales success.

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Prince jha
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338 views11 pages

5 Mindset Hacks For Sales

The document discusses 5 mindset hacks for boosting sales. It begins by introducing the author's background in high-ticket sales totaling over $80 million. The author then discusses how mindset is important in sales and introduces the concept of getting "dealt a 7-2" hand in sales. The following sections each discuss a different mindset hack, including listening, passion, psychology, self-sabotage, and focusing on smaller accounts to build credibility. The overall message is that mindset is key to sales success.

Uploaded by

Prince jha
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Over the last 5 years, I have drastically changed my life and created a

new path. In my High-Ticket Sales career, spanning 20+ years, I have


closed over $80 million in sales. I now help entrepreneurs and
businesses grow their bottom line while building a foundation based on
mindset.

In this short, easy to digest guide, I’m going to give you the 5 Mindset
Hacks that will boost your sales with this quick 10 minutes read. These
are the mindset hacks that I’ve learned and successfully implemented.
What I am about to share with you has allowed me to set new
benchmarks in my previous organization and have also been a
powerful tool that helped me acquire multiple properties worth millions
of dollars across Canada.

Your mindset is one of the most important factors when approaching


sales. How you respond to situations and stages of the sale matters. If
you’ve ever played poker, you’re probably familiar with the dreaded 7-
2. For those of you who have never played poker, a 7-2 is a bad poker
hand to be dealt. In sales and in everyday life, we occasionally get
dealt a 7-2, and the options are to fold and exit, or stick with it and play
the next hand. Having a mindset that wants to win, wants to help others
and wants to build deep meaningful relationships is a lot like poker. The
mindset hacks I’m about to share with you will keep you in the game
and help you win even when you get dealt a 7-2 hand.
I get asked this question often. I often compare sales to standing in line
to get slapped in the face a few dozen times or more before you find
the person that doesn’t. Sales can sound complicated and seem
intimidating, but it’s really a transaction. Something of value exchanged
for your product or service, a transaction. Ultimately, it’s a two-way
street between a consumer and salesperson. Sometimes you will sell
someone an idea of why they need a particular product or service to
make their life better, and other times they will argue why they don’t
need your product or service to make life better.

This book is different from other books


you may have read on sales as this is
focused on the mindset of being a
salesperson versus specific strategies
and tactics. There are plenty of books
that go into details of lead generations,
but not enough that talk about the
power of having the right mindset when
it comes to sales. I came close to
calling this book, Street Smarts for the
Successful Salespersons.
In my experience, mentality and resourcefulness has best served me in
boosting my sales into the millions of dollars. I’m a hands on kind of
sales guy throughout my career.

If you think you are not a salesperson and struggle with that identity, I
want to reassure you that everyone is a salesperson whether by
profession or not. Selling is about choices and decisions. When you
decide on a restaurant, a movie to go to, or the house you live in, you
are selling yourself and anyone else involved in the decision on the
choices you’ve made.
So when someone tells me they are not a salesperson, I have to call
out their bullsh*t. Stop telling yourself that story and get out of your
head because everyone sells.

A question I’ve been asked more times than I can recall is, what is the
number one tool needed to be successful in sales. My answer may
shock you, but I want you to pay attention. The number one tool
needed to be successful in sales is to A
salesperson that is talking too much is usually a sign of lacking
confidence or the skill needed to close the sale (or they enjoy hearing
themselves talk). Too many times, I’ve witnessed salespeople who
practically have a done deal in their hand ready to close but ended up
losing the sale because they were doing more talking than listening.

Listening is key in sales and if you have poor listening skills you will
struggle with becoming a great salesperson. Admittedly, this did not
come easy to me. I had to develop my listening skills through
consistent practice and mindfulness.

Most people think ‘selling’ is the same as ‘talking.’ But


the most effective salespeople know that listening is
the most important part of their job.” -Roy Bartell
Make listening a game and after you speak or deliver your pitch
create the pregnant pause and just listen. Listen with your eyes and
ears to what your client is telling you. Be curious and interested by
speaking when it's meaningful.

One of my mentors from earlier in my career asked me, “How much of


sales is about knowledge versus passion?” At the time, I believed it
was 50% knowledge and 50% passion. Turns out, I was dead wrong.
Sales is 99.9% passion. People don’t buy from you because they
believe in your product. They buy from you because you believe in your
product. The passion and conviction you have for your product or
service comes across and is received as confidence.
Next time you’re out shopping and a salesperson approaches you, ask
him or her, “do you believe in this product?” If the salesperson gives
you a scripted answer (which you can usually tell right away) then you
know there is a lack of passion, confidence, and conviction for the
product.
On the other hand, if the salesperson rattles off a
personal unscripted answer with conviction, then
you feel the salesperson’s passion and it gives
you greater confidence to buy the product they’re
selling.

“If you don’t have passion you’ll give up.


-Steve Jobs
To increase your passion for sales, know your product, service, and
company inside and out, better than anyone else. Know how it will
benefit and bring genuine value to your ideal client and practice
communicating that in your style, with your flavor and in a way that
is in alignment with your true character. This way you’ll never have
to pretend or lie.

With certainty I can tell you part of sales is psychology. This ties back
into the first mindset hack I shared, shut up and listen. Licensed
psychologists assess, diagnose, and treat behavioral dysfunction and
promote healthy behaviors to improve the quality of a patient’s life. In
much the same way, salespeople do the same.

In sales you will have to assess and know how to treat your customer’s
behaviors and do so in an ethical way that promotes an improved
quality of life for your customer. When you allow your customer to ask
questions, share their concerns and give them the space to let you
know what their problem is before you dive in headfirst telling the
customer what their problem is, you to your
customer.

Going through the stages of customer relationship is a part of being


indispensable when your mindset is in the right place.
Focus on developing genuine relationships with your customers
and not just a one-off sale. Set your mind on being their trusted
advisor if you want to reach high volume sales in the millions. As
your customer’s trusted advisor, you become the person they seek
for advice on products and services you don’t even market and sell.

The person selling the same product or service as yours is not the
biggest competition you need to worry about. The biggest competitor
you need to focus on is the person you see looking back at you in the
mirror. Self-sabotage is a very real thing that most of us struggle with,
and it comes in many forms from more angles.

I remember sitting in the office of a purchasing agent, and he had this


statement on his wall that said, “it takes years to build a strong
relationship, but mere seconds to completely destroy it. Choose your
words wisely.” Words hold incredible power. When they are carelessly
released into conversations, bridges get burned, feelings are hurt, and
relationships, both business and personal, are destroyed.
Showing up to a meeting unprepared, or in wrinkled clothes speaks
volumes to your customers before you can utter a word. Therefore, it is
critical to recognize when your words, thoughts and behaviors are not
aligned with the sales goals you have set to achieve. Acting in a
manner contrary to what would strengthen your relationships and help
you close more deals, are forms of self-sabotage. Ultimately, you are
your own competition.

“Just imagine how much you’d get done if you stopped


actively sabotaging your own work.” -Seth Godin

Look around and ask customers what their favorite brands, products,
and services are. For instance, in my opinion, Apple took the model of
the blackberry, made it sexier and more appealing and created a huge
want. In the same way you can upgrade your identity, your skillset, and
your mindset to create a want that gives your customers and potential
customers something worth talking about - You.
Another tactic that helped spring my career in the earlier years was
. I was a 21-year-old inexperienced
salesperson being absolutely crushed by my competition. They had
long-lasting relationships and tenure with their organizations, but they
all focused on the major accounts. I knew I didn’t have the relationships
they had nor did I have the credibility. I began to focus on the smaller
accounts and began treating the smaller accounts as if they were major
accounts. I did this for the first 2 years of my high-ticket sales career,
and I learned how to leverage the trust and credibility I had earned to
start getting the bigger accounts.
These 5 Mindset Hacks are certain to improve your sales. It comes
down to how bad you want it. It doesn’t matter where you are starting
from, you need stamina in sales. The level of stamina you have is
proportional to your mindset. Building a mindset and value system that
is independent of the market conditions will help you pivot and adapt
when conditions are less optimal for everyone else.

Prioritize how you make the customer feel and building a mindset for
success that takes your career far beyond the mark you’re aiming for.

1. Shut Up & Listen


2. Sales is 99.9% Passion
3. Be Indispensable
4. Know the Competition (Yourself)
5. Guerilla Warfare Sales

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