“The winning mentality, they just are at a different level, because when you fail, you don’t give up.” – Irfan Jafar in today’s Tip 1054
How about you? Do you have a winning mentality?
Join the conversation below and check out the full presentation!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got a clip from Irfan Jafar’s presentation on Closing Big Deals with a Winning Mentality from the Sales Success Summit and since Irfan is self introducing in this clip, here he is:
Irfan Jafar: So folks, my name is Irfan Jafar. I’m the named Account Enterprise Seller at VMware, based out of San Francisco Bay Area. VMware is one of the largest software companies in the world, and I’ve been with VMware for over six-plus years and for relevance, let’s just look at the last five years because I think that matters the most how the industry is evolving. In those five years, I’ve been achieving over 200% of my quota, consistently averaging it out over 200%. I’ve made President Club multiple times. I have been on our sales kickoffs or all-hand meetings. You know, you name it, as a speaker and given a lot of internal talks as well in those meetings and sales kickoff and boot camps as well. And I have closed multiple seven figures SaaS deal and closed SaaS deals as well. And I have over a dozen awards that I have received in the last five years or so. And I share all of this with extreme humility because as a person, there’s honestly nothing special about me. I don’t even know how to golf and entertain my customers that way or any other colorful way. I’ve never been able to do that.
When you look at how do we really close these large mega deals, right. So A, would be like, hey, there’s nothing special about me, so you don’t have to be. And B, there are no special secrets in closing big deals and being a consistent top performer. I think all the scripts are in plain sight. We have to use them. And third and C, I would say that being a consistent top performer and being a top performer in your field. It’s not as hard. But I would also say it’s not as easy either. And majority of the things that we have to focus on has nothing to do with sales.
I’ve concluded over the years that the most important thing that really helped us achieve that level is that winning mentality and that mindset. And we’re going to go through a lot of content today. And you’ll see, from my perspective, I think that winning mentality touches a lot of things in our lives, maybe having your customer trust you or preparing for your customers, there’s a lot of things that we will share today that from my perspective. And I think from many of your perspectives as well. The foundation is having that winning mentality and your mindset.
So we’re going to talk about how winning mentality impacts failure. Right. So somebody with a winning mindset, they take failure differently. And then we are going to talk about somebody with a winning mindset. They focus a lot on their vision as well. You look at any great, not just sales. You’ll see that they are focused on their why and their vision. And they’re extremely disciplined people in what they do. We in sales, I mean, we know this. So somebody with a winning mentality, they put effort to be extremely disciplined and they prepare, they out prepare anybody else. And when you do all of those things, then you trust yourself. And then others are going to trust you, too. And we’re going to dig into all of these pieces in this presentation. And then we’re going to touch on commitment because what I found that somebody who has that winning mindset, they’re extremely committed. And when you are committed to yourself, then it’s easier for others to commit to what you’re doing.
And then it gets that much easier to influence and motivate folks around your internal or external within the organization. And we have seen not in just sales, if you pick any sports as well. Somebody with a winning mindset, they just execute right? Extremely detail-oriented. You look at all scenarios that can go wrong and you prepare for it. And then when it’s time to execute, you make it happen because you have played the scenario in your head so many times. And then personally, the winning mentality, they just are at a different level, because when you fail, you don’t give up.
Scott Ingram: I shared the full audio from this presentation on the Sales Success Stories podcast yesterday, and thanks to our sponsors you can get access to all of the Summit presentations and the associated slide decks by registering for free at Top1Summit.com. As always you’ll find links to that and the podcast episode at DailySales.Tips/1054.
Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!