Author: Devin Brady

20+ years as a sales leader/trainer/coach/manager- father & husband. I simply enjoy the continual pursuit of learning to help gain the edge in all facets of business and sales success. What I learn that works, I like to share. You are invited to join in on the journey by subscribing and by sharing your comments. Thank you for visiting!

Top 10 Components of a Success Mindset in Sales

Success starts with mindset. Different mindsets give different outcomes. A poor mindset leads to poor results. A positive mindset leads to success. While your experience, education, and skills can matter a lot, your mindset can make all the difference. In no other profession is this this more evident than in the profession of selling. Can you have a poor mindset as an accountant and the books still balance, yes.

Luckily, anyone can develop a mindset primed for sales success . It’s certainly easier and less time consuming than mastering a complex skill!

Create a mindset that creates success! Include these components in your mindset:

1. Gratitude. Be grateful of what you have and have already accomplished. Be happy for the success of others. If you can’t feel happy for others when they are successful, your own success will be limited. I have seen both ends of the spectrum in sales where individuals felt that the company or the world owed them something and took for granted the resources they had available, and thus they never built any momentum to experience joy and success. Others who became successful through their results, and developed an attitude of superiority. They too felt the world owed them something due to their performance and thus began taking things for granted. Whatever spectrum one may find themselves on, an attitude of gratitude is a must for a sustained experience of joy and happiness.

2. Evaluation of risk and reward. Successful salespeople are masters at evaluating risk and reward. Unsuccessful salespeople, or salespeople that have plateaued, either refuse to take any risks or take on far too much risk for the potential reward. Neither is a successful way to approach life. While balance is key, risk avoidance is a sure path to a deteriorating career in sales.

3. Focus on emotional and physical health. Sacrificing your health for success isn’t true success. What do you really gain if you achieve your goals but sacrifice your physical or emotional health in the process? I have witnessed many people join the sales profession in the last twenty years that did so because their “chosen” profession didn’t work out. Selling can be an emotional roller-coaster in the beginning. A weak foundation in your emotional and physical well-being only makes it more difficult on you.

4. Abundance. Believe that there is enough to go around. A scarcity mindset can lead to ethical issues. One of the most fun aspects of sales is the competition, but only when it’s fun and productive. Ultimately you will want to build your skills and competency where you’ll only be competing with yourself. Reaching that point in your sales career opens up unlimited possibilities. Along the way you’ll maintain a more positive attitude when you believe your dreams are possible. What do you believe is possible for you to achieve?

5. Keeping mistakes and failure in the proper context. Failure is guaranteed to happen more often than not. Learn from your mistakes and failures and try again. When mistakes are internalized as failure that action can become a limiting belief. All initial failures are learning opportunities. Repeated failures are choices.

6. Growth. Placing a priority on growth is a necessary part of success. Carol Dweck, the author of Mindset: The New Psychology of Success, has done some pioneering work in the field of motivation. Dweck, in her book, outlines the implications of what she terms a “fixed mindset” versus one of a “growth mindset”. I highly recommend her TedTalk for a quick primer on her work. You can find the link here. You can’t achieve anything new without growing in some way. It might be your skills, attitude, discipline, or courage that need to grow. Rest assured, something needs to grow if you’re currently stuck.

7. A willingness to be uncomfortable. Growth isn’t pleasant. There will be discomfort as you develop yourself, fail, and make mistakes. As you take risks, deploy new tactics, engage in new habits, and strive to reach things previously unknown to you- you will undoubtedly become uncomfortable along the way. Even success can be uncomfortable. How uncomfortable are you willing to be to become successful in sales?

  • The willingness to be uncomfortable is the limiting success factor for most salespeople.

8. A positive attitude. How much are you willing to do if you’re certain you’ll be successful? A lot. How much are you willing to do if you don’t have high expectations? A lot less. Give yourself and your abilities the benefit of the doubt. As you approach areas of your career that are unknown the discomfort and/or failures can easily turn into fear. Remember this acronym for fear as it might serve you well.

False

Evidence

Appearing

Real

Notice how you think and how you talk to yourself. Is it positive or negative? What impact do you think that has on you? Most of the fears that develop are due to a negative anticipation of a specific event. It’s rarely a result of what is actually happening in the moment.

9. Planning. Success for each salesperson is a precise goal. I’ve seen salespeople spend more time planning their NFL Fantasy Lineup than they do on their professional goals. You’re not going to what you want on accident. If you do, it wasn’t really a goal to begin with. Without a destination in mind and a plan for getting there, you’re relying too much on luck to reasonably expect success.

10. A great mentor. A mentor that has achieved the success you desire knows where your head needs to be. There is a lack of good mentors in the workforce today. It’s unfortunate and an avenue that many companies need to be more intentional about. So, when you spot someone who’s willing to spend time with you, don’t take it for granted. They don’t come around very often. In a mentor, he/she knows what’s important and what’s just noise. Your mindset will be more accurate and effective if guided by a qualified mentor.

Think about your current mindset and compare that to the results you’re currently experiencing in your life. Can you see the connection?

If you feel that you have the skills you need to be successful in selling, but still come up short, it might be time to take a look at your mindset. Anyone can choose their mindset. There are no prerequisites for having a great mindset. You can just choose. Put your mind into a positive state that aids in your success and those around you.

Self-Reflection Questions:

  1. What do I think about during the day? Are those thoughts likely to lead to actions that will bring success?
  2. What was the primary cause of my last failure? What can I learn from it?
  3. What steps do I need to take today to reach my goals?
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Ace Your Interview by Listening Like a Sales Pro!

When interviewing for a sales position, the most important sales presentation you can give is the one of yourself and your experience. Much like a sales presentation your interview should follow a few of the core fundamentals of selling. One of those fundamentals being active listening. Active listening skills are a subtle but effective way to perform better during job interviews. Half of all communication is listening but few of us get any training on doing it well. Fortunately, listening well is relatively simple, and will become automatic the more experience and practice you have.

Here are some techniques that will help you acquire more knowledge and make a better impression on your prospective employer.

How to Use Active Listening for Your Job Interview

1. Recognize your limitations. Many studies confirm that we only take in half of what we hear and we forget half of that by the next day. Becoming more attentive often takes some deliberate effort. Prepare for the basics by researching as much as you can about the company and the role. This allows you to recognize aspects that couldn’t be found in basic research.

2. Relax your mind. Most people feel anxious about applying for a new job. Take time to quiet your mind and reduce distracting thoughts. Meditate, get a massage, or listen to instrumental music.

3. Stay alert. Prevent fatigue from sabotaging your interview. Get a good night’s sleep and squeeze in some aerobic exercise beforehand. Sit up straight and dress in layers. If interviewing virtually the same applies.

4. Show your enthusiasm. Successful people often enjoy talking about their work, especially when they have an appreciative audience. Make eye contact and lean toward your interviewer. Let your positive feelings shine through when you describe your past accomplishments and how they relate to the position you’re seeking. In sales an old cliché still applies, past success is a good predictor of future success. Should you not have an impressive list of accomplishments be prepared to discussed what you learned and how that experience has positioned you for future accomplishments.

5. Position yourself as a good fit. Use the information your interviewer provides to home in on the type of candidate they’re after. Listen and then recap what you’ve heard to get confirmation on what you understand is correct. Explain how your background and skills enable you to contribute and become a valued team member.

6. Take notes. People listen much faster than they speak. Take advantage of that gap to take notes and collect your thoughts. Some people may feel that by taking notes the interviewer may feel they are not listening intently. Have you ever had a waiter or waitress try to memorize your order just to bring food to your table that is wrong? Most interviewers will be delighted that you are taking notes. Jot down keywords and main themes rather than recording every word.

7. Keep an open mind. It pays to be flexible. Remain neutral to avoid rejecting a new viewpoint or job opportunity before you have a chance to consider it from all angles. While you responded to a specific position, note at the end that the company is what impresses you, or the culture, and you would be open to visiting other opportunities should they be a better fit.

8. Put yourself in your interviewer’s shoes. Your interviewer may feel under pressure and stressed with the amount of candidates they’ve had to review. Empathize with their responsibility to find the right person for the job.

9. Restate key points. Summarize and paraphrase the most important messages. This will help reinforce their thoughts in your mind and show your interviewer that you are on the same page.

10. Seek clarification. Avoid misunderstandings by clarifying anything that’s unclear. A good employer will appreciate your efforts to fully comprehend their expectations.

11. Ask thoughtful questions. Use open-ended questions to elicit more information. Incisiveness also helps show that you’re a strong candidate. There are basic questions that when in doubt every candidate will ask an interviewer. Don’t ask those. Stand out by asking more thought-provoking questions.

Meeting the Staff

1. Get to know your supervisor. Your manager will likely play a big role in your job satisfaction. Talk about the daily routine and responsibilities. Learn about their work style and how they establish priorities.

2. Pick up valuable information from your co-workers. Try to meet some of your future associates. They can clue you in on the work environment and organizational culture. Plus, it’s usually a good sign if employees are involved in the hiring process.

3. Learn about the big picture from leadership. You may also get the opportunity to talk with some of the organization’s senior executives. Even if the time is brief, use those meetings to help get a better sense of the organization’s strategic plans and future direction.

Go to your next job interview better prepared to listen. The session will probably be more productive for both you and the people you interview with. And even if you don’t get this job, if you’ve kept your ears open, you may have positioned yourself for a different one. Active listening is one way to open up new career opportunities and build a better future.

Great reminder!

6 Strategies to Becoming More Persuasive Today

How can some people be so persuasive while others can’t seem to convince anyone to do anything? Persuasion is part art and part science. Some people are born with the charisma that the rest of us lack. But anyone can become more persuasive with the right approach. Anyone that can read or write can influence others effectively. Many people may correlate the skills of persuasion to sales, however this skillset is used across many professions, and often useful in our daily lives.

What would it mean to your professional and personal life if you could reliably influence others? Few skills are as wide-ranging in their benefits.

 Persuade others to your way of thinking:

 1. Create a connection with those you wish to influence. Whether you’re trying to influence one person or a thousand, it’s important to create rapport. The level of trust and connection you can establish will directly affect your ability to influence others. Don’t neglect the importance of adapting your rapport to varying personality styles. At first it will be easiest to establish a connect with those that are most like ourselves, however this will limit your influence. This is an important first step. There are many ways to establish a connection.

  • Show what you have in common.
  • Mirror the other person’s body language.
  • Be honest and genuine.
  • Show others that you can be trusted.

2. Be convincing. I’ll be honest, early in my career I had someone say to me on a call, “you’re persistent, but not at all persuasive”. At that time I thought if I just out-worked everyone else I would accomplish my goals. There was more to it. At first you may feel small and insecure, but presenting yourself that way won’t convince anyone that you are worth following. There are several ways we show a lack of conviction, such as body language, using qualifiers like “I think, probably, maybe and possibly,” and lack of eye contact.

  • Stand tall, look them in the eye, and present your opinion like it’s an obvious fact. Your confidence is key. If you’re communicating over the phone, put a mirror in front of you and smile as if the communication were in person.

3. Use reciprocity to your advantage. Studies show that you’re much more likely to return a favor after someone does something for you. That’s why the people that knock on your door and try to sell you pest control give you a pen or a magnet. They know that you’ll be more likely to purchase from them.

  • Do something for the person you’re trying to persuade. You might buy them lunch, drive them to the airport, or let them borrow a cup of sugar. Do something for them before you attempt to persuade them. Your odds of success will go up dramatically.

4. Consider their interests. Even the most noble of people wonder what’s in it for them. Make it clear what they’ll be receiving out of the deal. Your neighbor might not want to sign off on your idea of building a fence between your respective properties. However, he might change his mind if you can show him the benefits he’ll enjoy.

  • You might point out that your dog will stay out of his yard and stop dropping presents.
  • It might help the resale value of his house.
  • It might cut down on the weeds in your yard spreading to his.
  • It will increase his level of privacy.

5. Be a good listener. The other party matters a lot. We tend to only consider ourselves when we’re trying to be influential, but this is a grave mistake. Open your ears and close your mouth. Be curious about the person you are speaking to. When you understand the needs of the other person, you’ll know how to influence them.

6. Establish yourself as an authority. If you’ve spent time with the Dalai Lama and wrote three books on meditation, your opinions on meditation are more likely to be respected. That is a bit extreme obviously, but leverage your knowledge and experience on a topic to establish authority. Simply dressing in a suit would convey authority in the right setting.

Persuasion is a highly researched field. There are numerous resources if you wish to learn more and there a few books that I would recommend on the topic. The ability to influence others is useful both in and outside of work. Invest some time in practicing this valuable skill. You’ll be glad you did!

How to Work With Difficult People

No matter where you work or what industry you happen to work in, there’s a good chance you’ll meet someone you can’t stand working with. It’s unfortunate, but true.

Maybe it’s as simple as getting a cubicle mate who is loud or overbearing or maybe it means dealing with someone who never gets things done on time. The truth is we’re not always going to be friendly with the people we work with. However, it doesn’t mean we can’t do anything to deal with the negative environment that a difficult person creates. 

Take some time to follow these tips for dealing with difficult co-workers. Once you begin implementing them you’ll find that it does get a bit easier to work with difficult people. 

1. Remember: You’re NOT the Boss

If you don’t have authority over the other person, you’re going to look very unprofessional if you start telling them how to do their job. If your coworker is lazy or does a poor job and you’re tempted to correct their mistakes, don’t expect to be thanked for it. And don’t be surprised if they’re stubborn about your good-natured advice either.

  • Lead by example and focus on doing your own work successfully.

2. Avoid Communication through Email

When dealing with someone who’s difficult, try making it a priority to handle things on the phone or face to face. If you’re concerned about coming across well, remember emails can come across as sounding very blunt and brusque. 

  • If you must communicate via email, try reading your emails out loud before sending. Without tone or facial expression to help you out, you may come off as being angry or upset, even when you don’t intend to. Though you might love nothing more than to avoid the person, make sure poor or misinterpreted communication doesn’t compound your issues.

3. Avoid Gossip

When someone at work is difficult, it seems natural to gossip about him or her, but don’t do it. If you must vent your frustrations or get another opinion, wait until you get home.  

  • Avoid office drama by not participating in gossip. Not only do many offices have strict policies about gossip, you never know who might be listening. Be friendly and make sure you always take the moral high road.

4. Let Go of Your Anger

When you’re dealing with a difficult person, it’s easy to get angry. You think of the time they have wasted, the things they have done, and before you know it, you might have your teeth clenched! 

  • Remember anger is an energy drain. The more time you spend being angry, the less time you have to spend on important things.
  • Take time to release your anger and turn it towards more productive things. Don’t let your annoying coworker eat up any more of your time than they already have.

5. Keep a List

If your coworker’s problems start to affect your work performance, start keeping a list of all the problems that arise. It can help you establish a paper trail should it be necessary later.

  • Keep a list, date it, and if necessary, show it to your boss in a formal complaint. Doing this will give you evidence in the event that your coworker disputes your complaint.

We all have coworkers whom we’d rather not work with. Unfortunately, you won’t always have control over who works with you. Instead of wasting your time and energy stressing over those annoying people in your life, just get the job done while keeping problems to a minimum. Focusing on your own job, along with carrying out the actions mentioned above, will save you your sanity