How to keep a positive mindset when the going gets tough

Negative salespeople rely on a brutal strategy to sell. They discount price. Positive salespeople persuade buying decisions.

Just like buying is an emotional action (research from Harvard concludes that 95% of buying decisions are subconscious), positive salespeople are better sellers.

With a positive mindset, you’ll be better equipped to challenge your customer and employ affective influence. You’ll sell more at a greater value, and a price that builds a better bottom line.

But staying positive in the game of sales can be difficult. You’re likely to handle a lot of rejection. That’s the nature of sales. But if you shrink into negativity, it’s going to affect your sales further. You could find yourself in a destructive cycle of negativity, leading to poor sales, leading to negativity…

These six strategies will help you to keep a positive mindset and sell more effectively, whatever the economy and whatever is happening around you.

1.      Be visual about your priorities

Write down your personal priorities. Create cards or stickers with pictures to remind you what you’re aiming for. You can do this on an actual notice board, or digitally. Do you want to own a yacht? Picture it, create a card, and stick it on your goals board. Do you want to pay off your mortgage? Create a target and mark off every thousand dollars you pay off. Stick it on your goals board.

Visual depictions that show how far you have come and how close you are getting to your goals are great motivators. Make your board accessible; something you look at every morning to encourage a positive mindset each day.

2.      Be proactive every day

Dedicate five minutes each day to proactive efforts toward selling. Most salespeople are reactive. They react to calls, problems, and demands. By being proactive – for example, calling your customer to say hi – helps to uncover small problems before they become big issues.

It also gives you a chance to offer solutions to problems your customer has – and these are selling opportunities you may never have had if you hadn’t been proactive.

If there is one thing you take away with you after reading this article, it’s this. Mark out a time each day and commit to calling two customers. Ask them how they are. Ask if their family is ok. It’s a personal call, just to touch base. Then ask how their business is doing. Look for the opportunity to offer solutions to the problems they are having.

(Hey, listen to my podcast ‘5-minute selling: proactive steps to grow your sales dramatically’, in which I discuss this technique with bestselling author Alex Goldfayn.)

3.      Treat mistakes as learning experiences

So what if you haven’t had formal sales training? Don’t beat yourself up. Every day is a new opportunity to learn. Mistakes are only a stepping stone to success. They may be painful at the time, but then there’s no gain without pain, right?

Recognize your mistake. Don’t be obsessive about it. Learn from it and correct your technique or pitch.

4.      Make positive connections a priority

You don’t need a list of thousands of followers on social media. Don’t chase volume, build quality. Connect regularly with the people who give you a ‘go get ‘em’ attitude. When you’re having a bad day, reach out and ask one of your top three or four connections why you are good at what you do. Feed off their positivity. When you feel better about yourself, you’ll pitch more confidently to your prospects.

5.      Believe in your service or product

If you don’t believe in what you are selling, how can you expect others to buy it?

Remind yourself regularly about the benefits of what you are selling. Constantly adapt and improve it. Tell your clients when you have made improvements, why, and what added value this offers.

You know you are offering the best, but even you need to be reminded sometimes. That’s up to you.

6.      Trust yourself and develop resilience

Selling is a roller coaster. No two days are the same. You can have periods where you hit a home run with every pitch. Then the sales mysteriously come to a sudden standstill. Even though you’re doing nothing different. Your pitch is perfect, but your sales have stopped.

This is when it is hardest because you convince yourself that it’s you and your sales technique. So, you tinker with how you are selling. And then even the smallest sale validates your tinkering.

Don’t do it! Trust your process. Trust yourself. Ride that roller coaster. Be thankful for the good days, and trust that they will return. There are always things out of your control. Don’t let trust and self-belief join them.

Let me know what positive actions you are going to take from today to develop and maintain a positive mindset. Or perhaps you have specific challenges that are preventing you from boosting your sales – what are they?

It only takes a minute to leave me a comment below.

Alternatively, feel free to contact me today and let me help you to be more positive about yourself and drive your sales forward.

Publish Date:11/6/2020 12:00:00 AM
Engage Form Name (optional):Restricted Content by Date Form

To access this content, please come back on 11/6/2020 12:00:00 AM, or sign-up to be the first one to know when this content becomes available.

How to keep a positive mindset when the going gets tough
Negative salespeople rely on a brutal strategy to sell. They discount price. Positive salespeople persuade buying decisions.
Just like buying is an emotional action (research from Harvard concludes that 95% of buying decisions are subconscious), positive salespeople are better sellers.
With a positive mindset, you’ll be better equipped to challenge your customer and employ affective influence. You’ll sell more at a greater v…

Error: Please complete all required fields!
loading... please wait.






We will never spam or share your email with 3rd parties, promise!