“The only way you can integrate the mindset and the behaviors, the confidence, and the resilience of a top performer is with consistency.” – Meshell Baker in today’s Tip 1739
How about you? Do you have consistency?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Today, we’re going to talk about what if excellence was easy. This is something I think that is vital to sales success because so much of what is pitched out there is how to make it easy to get clients and leads and opportunities and close deals. I’m here to tell you that the only thing that makes selling easy is consistency and repetition. There’s a quote, an anonymous quote, Consistency is what transforms average into excellence. Why is it necessary for you to have consistency? It’s because this is what literally builds the courage and the confidence to be able to do things without thinking about them. The only way you can integrate the mindset and the behaviors, the confidence, and the resilience of a top performer is with consistency.
So I’m going to take the word easy, E-A-S-Y, acronym women and offer you two different ways of looking at situations that challenge you as a seller. Many sellers, when they don’t make their number, when they’re not approaching their goal or their quota or they didn’t get the deal, will start making excuses or excusing why it didn’t happen or why it was too hard. I challenge you, instead of excusing it, to start executing. Look at what’s the next thing, action you can take that will move you forward. If they said no, instead of allowing that no to just be a no, execute on the next step. So if you’re saying no today, how can or what can we do in the future? When is the next time this contract or this opportunity will come around. Because I’m going to calendar and I will follow up with you. If it’s a month, a week, a year, you will follow up with them. So you’re executing on the fact that no doesn’t mean never, It just means not now.
A, alibi versus abundance. So many people will make the alibi, which is a justification why it didn’t happen, and start to figure out how to work in the lack or scarcity of the fact that sales are not transpiring in the manner they want, instead of holding the mindset of abundance and understanding that a no is simply a redirection, not a rejection. So stay on the path of believing that your sales success, your big deal, your wins, your promotions, your raises are all imminent. So instead of alibied and dialing down your desires, stay in that plane of abundance.
S, look at the setbacks as a setup. So many people start talking about what went wrong and how hard it was. Remember, your mind does not know the difference between a real memory of a setback versus a vividly imagined future of a setup. So when you start looking at the experiences and learning from them, what will I do different? Remember, you are in sales. Top performers are constantly having conversations, and so are you. The whole point of this is how you interpret your conversations and your experiences. So looking at how the next time someone says no, the next time a deal doesn’t go through, the next time the manager doesn’t acknowledge you, the next time you don’t get the promotion, set yourself up by writing out, sitting still, and being aware of how you are going to confidently engage in that experience, in those emotions, because it will not happen exactly as it happened before, and it will happen again. Life is the best teacher. You keep learning, you keep experiencing setbacks until you actually successfully learn what you’re meant to learn to move you forward into your greatness.
And then Y, your way versus the yes way. People get stuck when it doesn’t go your way. That’s one way, the way you think it should go, the way it ought to need to have to should went versus understanding that it’s always is working in your favor. Say yes, no matter what happens, yes, this worked in my favor. I don’t know how, I don’t know why, and I know it will. When you hold the yes way, that life is always setting you up for success, that things are working in your favor, rejections or simply redirections, and you keep executing in favor of yourself, favor will find you and you will have fortuitous success. Again, I want to remind you, consistency is what transforms the average into excellence. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1739 and once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!