By Dr. Jason Carthen
As an entrepreneur or leader, we can sometimes move into patterns of behavior or actions that either point to our success or failure. Sales offers one of the greatest examples of this very point because it reveals an individual’s consistency or lack thereof. When you expect a paycheck every two weeks you can begin to develop the mindset of a lamb and become reactionary and simply prone to following. When you own a business or lead your own department or team, you are no longer just responsible for yourself, you have moved into the realm of responsibility for others. For this reason, the assurance of a paycheck or parachute is no longer a comfort because your success is dependent upon your mindset, actions, follow-through and ability to sale a product, idea, or even a value proposition if related to intangibles services.
Understand the Mindset of a Lion
It is at this point that you must develop what some would characterize as the mindset of a Lion. Unlike lambs who freely follow without restraint and sometimes to their detriment, Lion’s exhibit instinctual behaviors that lend easily to self-leadership, and a fierce desire to hunt and protect what they perceive to be their own. In business, what type of mindset do we need to cultivate in order to move from a Lamb to a Lion on our path to sales success?
Four Qualifying Factors
When it comes to sales, I have shared previously why its important that a customer must have the four qualifying factors in place before a sale can be made: (a) Need, (b) desire, (c) finances (d) and Trust. Today, I offer to you my interpretation of four mind-shifts that Jerold Panas suggests in his book “Supremely Successful Selling.”
1. Some Will:
When you have put the time in and made the right decision regarding preparation, discipline and consistency, you will have the opportunity to increase your sales.
2. Some Won’t:
You will not close every sale, but you owe it to yourself to give maximum effort while operating in integrity with your messaging.
3. So What!:
Do not take it personal, you are giving someone an opportunity to realize their dreams. This is a noble calling indeed, engage the process even when it does not go your way. Now stay hungry and get back out there like a Lion looking for the next opportunity!
4. Someone’s Waiting:
There is always someone waiting to receive what you have to offer, you just have to keep sharing it with the world as often as you are able. All the while maintaining your integrity and demonstrating the discipline that is within you.
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