“If we see everything around us as conspiring to either help us succeed or make us stronger so that in the future we succeed, that is the psychology for success.” – Justin Leigh in today’s Tip 680
How do you take your performance to the next level?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Justin Leigh. Justin is the founder of Focus4growth. He’s a highly experienced business leader with over 25 years of experience in sales and leadership. An accredited executive coach, a practitioner of NLP, and an accomplished author, trainer, facilitator, adviser, and consultant to board-level executives and aspiring high-performance business teams. Here he is:
Justin Leigh: Your sales leader or high-performing salesperson, how do you take your performance to the next level? Today rather than talk about a single tip. I’m going to talk about a key principle. That’s going to help you take a step back. Think more strategically about how you develop yourself and or your teams and how you can guarantee success by taking this approach.
I want you to think about three things. I want you to think about psychology, skills, and systems. The problem with most businesses is we start with the systems. We try and get the right sales process in place. We put the CRM in and then we just expect people to follow the process and be able to sell effectively. Think about it differently.
Let’s start with psychology. Psychology is absolutely critical. The mindset that we have as either leaders or salespeople is absolutely fundamental to whether or not we will succeed. If we believe we will succeed. If we’re prepared to persevere until we succeed. If we see no’s as the gateway to the next yes. If we see everything around us as conspiring to either help us succeed or make us stronger so that in the future we succeed, that is the psychology for success. Start with psychology. Once the psychology is in place and remembers psychology is ongoing. We have to keep working at it. It’s like going to the gym. You don’t go to the gym one time and you’re physically fit for life. We don’t work on our minds once. And all of a sudden we’re positive for life. We have to keep coming back to it. Think about it as conditioning. So get the psychology right. Put in place the right routines, the right habits, the right behaviors for you and your team so that the psychology becomes embedded.
Once you have the psychology right, then we start to move on to skills. Now skills might be your ability to question effectively. They might be your ability to develop rapport, connect with somebody. They might be your ability to listen intently and effectively summarize. It might be your ability to join up your customers’ needs their pains, their challenges, their dreams, their desires, to the solution that you offer them. So that everything happens for a reason and all of a sudden your customer sees you as the optimal choice for their business. That’s all skills-based.
Another key skill for salespeople and many of you will have experienced this, is being able to handle discomfort, handle discomfort. How do you handle discomfort? We blend between psychology and stills when it comes to handling discomfort. So let’s say you’ve got the psychology in place. You’re continually going back to that. You’ve got some skills areas that you’re working on and you continually build those skills because we continually develop, learn, and grow throughout our working lives and our careers.
Finally, now we’re ready for systemization. We put the systems in place. We get the right steps in the right order. We understand where our customer journey is. Where does that customer meet us for a first interaction? How do we then take them on a journey that moves them through engagement with our brand, engagement with our products, alignment, with their needs? And then we understand what it takes to move from a transaction with a customer to becoming a lifelong loyal client that sees value beyond just the product or service. That is how we transform organizations and unlock the next level of performance and growth. Psychology, skills, systems.
As you build your plans for yourself and your teams over the next year, make sure that you’re addressing all three of these areas and you will see a level of performance and transformation that you have not seen before. I guarantee it.
Scott Ingram: For more about Justin, including a link to buy a copy of his brand new book: INSPIRE, INFLUENCE, SELL – Master the psychology, skills, and systems of the world’s best sales teams. Just click over to DailySales.Tips/680 and we’ll have it all there for you.
Then, be sure to come back tomorrow for another great sales tip. Thanks for listening!