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If sales fundamentals are all the same...
What separates top performers from the bottom of the pack?
After 15 years in sales— I’ve figured it out.
THREAD: 10 little-known ways to level up your mindset to close more sales
What separates top performers from the bottom of the pack?
After 15 years in sales— I’ve figured it out.
THREAD: 10 little-known ways to level up your mindset to close more sales
Sales are the veins that supply blood into the 
of a business.
That’s why hundreds of frameworks outline different tactics salespeople should employ to become high-performers.
But experience has taught me that success has nothing to do with technique.
Truth is...
of a business. That’s why hundreds of frameworks outline different tactics salespeople should employ to become high-performers.
But experience has taught me that success has nothing to do with technique.
Truth is...
All methods fall short of grasping 1 unrefuted fact about the complexity of human nature—
Beliefs influence perception and shape behavior.
So... the most critical factor in thriving is the mindset.
But, how to adjust your outlook?
Start by applying these mental tweaks:
Beliefs influence perception and shape behavior.
So... the most critical factor in thriving is the mindset.
But, how to adjust your outlook?
Start by applying these mental tweaks:
1. Dismiss sales aversion
First, you need to reframe your thinking about sales.
It’s not a dirty word.
It’s not a sleazy car salesman swindling naive customers.
You’re offering outcomes that will make a difference in people’s lives.
It’s helping, not manipulating.
First, you need to reframe your thinking about sales.
It’s not a dirty word.
It’s not a sleazy car salesman swindling naive customers.
You’re offering outcomes that will make a difference in people’s lives.
It’s helping, not manipulating.
You can know everything about your product...
competitors...
or the market...
But if you don’t have confidence— you’ll never succeed.
Resolve comes from knowing the world needs your message.
If your product/service genuinely serves others—sales is an act of kindness.
competitors...
or the market...
But if you don’t have confidence— you’ll never succeed.
Resolve comes from knowing the world needs your message.
If your product/service genuinely serves others—sales is an act of kindness.
2. Engineer your authenticity
Early in my career, I felt like the odd girl out.
My personality didn’t fit the standard of a salesperson.
I’m an introvert. I relish the silence.
Yet, my presumed disadvantage turned out to be my greatest strength.
Listening is my superpower.
Early in my career, I felt like the odd girl out.
My personality didn’t fit the standard of a salesperson.
I’m an introvert. I relish the silence.
Yet, my presumed disadvantage turned out to be my greatest strength.
Listening is my superpower.
You see...
Self-awareness is an essential trait in sales.
It’s when you understand your point of differentiation and leverage it to achieve top-of-mind awareness.
Being memorable is identifying which habits and quirks make you stand out.
It's your unique value proposition.
Self-awareness is an essential trait in sales.
It’s when you understand your point of differentiation and leverage it to achieve top-of-mind awareness.
Being memorable is identifying which habits and quirks make you stand out.
It's your unique value proposition.
3. Shutdown the automaton
Burn the script and understand that best practices are not dogma.
You don’t have a predetermined set of coded instructions.
Rigid guidelines compromise relatability, which is key to being liked...
And people prefer to buy from someone they like.
Burn the script and understand that best practices are not dogma.
You don’t have a predetermined set of coded instructions.
Rigid guidelines compromise relatability, which is key to being liked...
And people prefer to buy from someone they like.
4. Recalibrate your focus
Concentrate on impact, not showmanship.
When you empower people with the tools that allow them to do something they couldn’t...
They’ll never forget you.
Be an educator— an ally.
Your job is to drive change—forego the need to prove your acumen.
Concentrate on impact, not showmanship.
When you empower people with the tools that allow them to do something they couldn’t...
They’ll never forget you.
Be an educator— an ally.
Your job is to drive change—forego the need to prove your acumen.
5. Turn defensiveness into possibilities
Feedback is a gift.
You’re collecting data hidden in your blind spots.
By being open to feedback...
You can accelerate your growth.
It’s a chance to do things differently— better.
Let your guard down and stretch your capabilities.
Feedback is a gift.
You’re collecting data hidden in your blind spots.
By being open to feedback...
You can accelerate your growth.
It’s a chance to do things differently— better.
Let your guard down and stretch your capabilities.
6. Seize the middle
In chess, the winning strategy is usually to take control of the middle of the board.
Same concept applies to sales.
Use your interactions to find commonalities.
What may appear to be a doomed relationship might be salvaged by finding the middle ground.
In chess, the winning strategy is usually to take control of the middle of the board.
Same concept applies to sales.
Use your interactions to find commonalities.
What may appear to be a doomed relationship might be salvaged by finding the middle ground.
7. Overcome the scarcity mindset
Fear is like a drop of blood in a shark-infested sea.
Customers can smell it a mile away.
Avoid the trap of thinking that the market’s saturated and your chances are slim to none.
Desperation leads to theatrics and force-choice methods.
Fear is like a drop of blood in a shark-infested sea.
Customers can smell it a mile away.
Avoid the trap of thinking that the market’s saturated and your chances are slim to none.
Desperation leads to theatrics and force-choice methods.
Here’s the thing...
If you seem too eager, they’ll lose interest.
“People are more attracted to opportunities that are rare, unique, or dwindling in availability.” ~ R. Cialdini
Falling into a lack mentality diminishes confidence.
Retrain your brain to focus on the positives.
If you seem too eager, they’ll lose interest.
“People are more attracted to opportunities that are rare, unique, or dwindling in availability.” ~ R. Cialdini
Falling into a lack mentality diminishes confidence.
Retrain your brain to focus on the positives.
8. Switch No for “Not yet”
Our minds tend to accept the first conclusion as the solution to a problem and remain resistant to searching for other alternatives.
This is known as confirmation bias.
It’s the biggest enemy of sales success.
I’ll show you why...
Our minds tend to accept the first conclusion as the solution to a problem and remain resistant to searching for other alternatives.
This is known as confirmation bias.
It’s the biggest enemy of sales success.
I’ll show you why...
80% of sales require 5 follow-up calls after the meeting.
44% of sales reps give up after only 1.
It takes time to gain trust. That’s why successful salespeople are persistent.
They don’t trade long-term goals for instant gratification.
“No” might just mean “not yet.”
44% of sales reps give up after only 1.
It takes time to gain trust. That’s why successful salespeople are persistent.
They don’t trade long-term goals for instant gratification.
“No” might just mean “not yet.”
9. Own your failures
Inevitably, you’ll face defeat.
But, the response to those mishaps determines your results.
An accountable person finds a lesson; a foolish one an excuse.
Remember: our internal narrative shapes our identity and controls our actions.
Change the script.
Inevitably, you’ll face defeat.
But, the response to those mishaps determines your results.
An accountable person finds a lesson; a foolish one an excuse.
Remember: our internal narrative shapes our identity and controls our actions.
Change the script.
10. Build bridges through storytelling
The top sales performers are good storytellers.
Why?
They understand that stories have emotions that data don’t.
Storytelling gives color and depth to bland information and allows for a more meaningful connection with the recipient.
The top sales performers are good storytellers.
Why?
They understand that stories have emotions that data don’t.
Storytelling gives color and depth to bland information and allows for a more meaningful connection with the recipient.
These adjustments will change how prospects perceive you.
A growth mindset keeps you focused and resilient.
It’s the force that beats inertia and triggers the winning habit of tackling sales from an empathy standpoint.
After all— the first thing you’re selling is yourself.
A growth mindset keeps you focused and resilient.
It’s the force that beats inertia and triggers the winning habit of tackling sales from an empathy standpoint.
After all— the first thing you’re selling is yourself.
TL;DR
1. Dismiss sales aversion
2. Engineer your authenticity
3. Shutdown the automaton
4. Recalibrate your focus
5. Turn defensiveness into possibilities
6. Seize the middle
7. Overcome the scarcity mindset
8. Switch No for “Not Yet”
9. Own your failures
10. Build bridges
1. Dismiss sales aversion
2. Engineer your authenticity
3. Shutdown the automaton
4. Recalibrate your focus
5. Turn defensiveness into possibilities
6. Seize the middle
7. Overcome the scarcity mindset
8. Switch No for “Not Yet”
9. Own your failures
10. Build bridges
Glad you made it!
Thanks for sticking with me.
If you enjoyed this thread:
1) RT the first tweet to help others find it (linked below
)
2) Follow me: @DanesaGlez https://twitter.com/danesaglez/status/1495001489244368904?s=21
Thanks for sticking with me.
If you enjoyed this thread:
1) RT the first tweet to help others find it (linked below
)2) Follow me: @DanesaGlez https://twitter.com/danesaglez/status/1495001489244368904?s=21
