Control Your Mindset To Maximize Your Skillset

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Control Your Mindset To Maximize Your Skillset

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The battlefield where sales are won or lost isn’t in your sales meetings.

It isn’t in your CRMs.

It isn’t even in you industry knowledge.

This battlefield is only a few inches wide, and it’s with you 24/7.

Sales are won and lost in the battlefield of every salesperson’s mind.

With so many unknowns in sales, too many salespeople lose the battle of their own thoughts and intentions long before a prospect rejects them, and long before buyers back out of deals.

If you’re dedicated to being excellent on the battlefield of business; to selling more and serving more, then you’ll want to win on the most important battlefield first.

To learn how we can take back control of our mindset to maximize our skillset, we sat down with Alan Versteeg, the CEO of Growth Matters. He showed us how the best salespeople control their intention to better serve their customers and close more deals.

Because we’re trimming hope from our sales strategy, we’ll use the acronym TRIM to guide us through creating a system with a trigger, ensuring it’s repeatable, building in ways to improve it and of course, ensuring it’s measurable and getting us results.

T – Trigger: Alan recommends triggering this system any time you see room for improvement in sales. Whether it’s better prospecting, driving more meetings or better connecting with prospects, this system will ensure you’re identifying what needs to change and acting on it.

According to Alan, we’re being negligent as salespeople if we see a deficiency or an area of improvement and DON’T take action to improve. Taking action means that we are regaining control of the narrative we have about the situation and reclaiming what we can control.

R – Repeatable: Reclaiming our intention while developing a plan follows a repeatable format.

First, Alan says to start with your mindset. Ask yourself how you show up as a salesperson around this issue? Are you defeated before you ever begin in this area of improvement, or are you maintaining a can-do attitude?

Second, check your toolset. Ask what tools you need or have available to address this area in your sales cycle. Your company may have provided you with the tools, training, and resources to improve in this area but you simply haven’t accesses them yet.  If there are no tools available to address the problem, then you’ll need to find them or invent them. In this case, don’t reinvent the wheel. Reach out to your leadership, your team and your peers to find out if there’s already a solution available.

Third, look at your skillset. You likely have tools available that you’re underutilizing or not leveraging at all. Not every tool is a tech stack – there may be skills you need to brush up on to overcome a challenge area.

Fourth, reach out to your helpset. Who on your team or in your network has dealt with this problem in the past? What did they do about it? Is there a book, podcast or blog that’s written about solutions to this issue?

I – Improvable: To improve, Alan advocates we follow a method called ‘5 To Thrive’. This involves 5 questions we can ask ourselves to improve across our mindset and skillset.

  1. Ask how well you did in aligning with your goals. Did you meet, exceed, or underperform?
  2. On a scale of 1-10, how well would you rate yourself?
  3. What stopped you from being a point or two higher on that scale?
  4. What about this issue is in your circle of influence? What can you affect?
  5. Finally, map out what you need to do to improve, keeping in mind that your answer may be to STOP doing something that’s currently holding you back.

M – Measurable: To measure the effectiveness of this system, Alan advocates we track the changes we generate from our ‘5 To Thrive’ questions and whether we implement them. The more we’re willing to change, the less sales problems will affect us.

That’s how we win on the battlefield of the mind – and of business.

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