“If we can focus on something outside of ourselves as a seller, we will experience more resiliency and will put forth more effort.” – Lisa McLeod in today’s Tip 900
How do you focus on improving the life of your customers?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, the mildly congested, Scott Ingram. Today’s tip. Tip #900! comes from Lisa McLeod. Lisa is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Here she is:
Lisa McLeod: If you’ve been in sales for the last crazy year or so, you probably heard people talking about resilience and how we all need more resilience. Frankly, you might be exhausted by people talking about this, but there’s actually some interesting research that shows that resilience doesn’t come from inside us. It actually comes from fixing our mind on a point outside us.
Hi, I’m Lisa McLeod and I’m the author of Selling With Noble Purpose. And I want to share this interesting research with you. It came from Dr. Valerie Good at Michigan State University. And what she did was she did a study of a number of sales teams and she wanted to assess the difference between the top-performing people and the average performers. And there was something really interesting that she found out, which was the top-performing people actually had a completely different mindset.
Instead of focusing on their sales targets, they were actually focused on improving life for their customers. And as a result, they closed more business. But here’s the interesting thing and why it applies to all of us right now. They didn’t just close more business, but they experienced more resilience and they put forth more effort over time. And that effort wasn’t that grinding out effort. It was easier for them than the people-focused internally. And I think this is really interesting because if you think, “Oh, my gosh, I’m behind on my sales number. I got to tough it out. I got to be resilient. I got to pull it out of my gut.” Well, a year of that and you’re probably going to be kind of exhausted. But instead, if you can train your mind’s eye to think my customers need me, I have something valuable and my customers are counting on me. What the research tells us is that you will experience more tenacity, more resilience, and although you will put forth more effort, it will feel like less.
Here’s why we human beings are at our best when we are in the service of something bigger than ourselves.
So there’s interesting research from Dr. Valerie Good at Michigan State tells us if we can focus on something outside of ourselves as a seller, we will experience more resiliency and will put forth more effort. And it won’t just feel like a grind. If you’re a sales manager, take this as your cue to point yourself toward something outside yourself. You’ll win more business and you’ll enjoy more. Good selling.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!