“Observe any differences in behaviors and thinking about how I can maintain this mindset and approach, even when I’m not ahead of my numbers.” – Scott Ingram in today’s Tip 1410
Are you in this spot?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I’ve been saving this tip for a while, because I wanted to wait until late in the year when hopefully a lot of you are experiencing this and could reflect on what it means and how you can apply it.
I’m talking about what I’m calling the Over Quota Mindset. It’s the way you think and act differently when you know you’ve got your number in the bag and some of the pressure is off.
I’ve been here for a while and have been trying to be extra observant about what I’m doing differently, because it’s absolutely a more productive place. I’m usually really good about this, but I hold the line even harder on discounts for example. I’m better in my qualifying. I ask more and expect more of my clients and prospects in active deal cycles. The bottom line is, I’m a better more professional seller. My psychology is way stronger.
So what I’m personally trying to do is first observe any differences in behaviors and thinking about how I can maintain this mindset and approach, even when I’m not ahead of my numbers.
Are you in this spot?
Hopefully, you are. I sincerely hope that you’re finishing the year strong and are already at least at the level that you need to be at.
If you are, take this opportunity to reflect on your own mindset and actions right now. How are you behaving differently? Assuming you’re not taking your foot off of the gas, are you performing better? What can you learn about yourself and what positive attributes can you carry forward into the start of the new month, a new quarter, and a new year?
I hope that helps, it’s certainly been helpful for me. At least I hope it will be.
Anyway, thanks so much for listening. For a transcript of this tip and a link to contribute your own so we can feature you next year, click over to DailySales.Tips/1410. This will be our last regular tip for the year.
Tomorrow we’re going to kick off a Top 10 countdown and then I’ll be back with you on January 1st. Enjoy the holidays and I’ll talk to you next year!