Sales Mindset: Success Starts with Positive Internal Dialogue

Sales mindset refers to the attitudes and beliefs that shape how a salesperson approaches their work. During a recent training session with a sales team, a participant described me as being “more assertive” than he was. When I asked for clarification, he admitted he wasn’t as assertive in making upsell or cross-sell recommendations to clients. Developing a strong sales mindset is crucial for success in these situations.

Sales professionals need to be mindful of self-labeling. What we tell ourselves informs our behaviours. For example, thinking you’re not assertive can lead to being less assertive. This mindset directly impacts sales success.

Let’s look at an example: Upselling is the practice of encouraging customers to purchase a more expensive item, while cross-selling involves suggesting additional products related to the initial purchase. If your ability to enhance a sale’s value to your customer relies on your presenting upsells or cross-sells, then you owe it to the customer to present them. Being labeled “assertive” because you are doing so, is a good thing, and you should consider it a positive attribute.

My point is this: What we tell ourselves informs our behaviors.

The Power of a Sales Mindset

My youngest son plays hockey, and for the longest time, he would say before a game, “I likely won’t get a goal today, Dad.” I responded, “If that’s what you think will happen, it’s likely true. But isn’t it just as easy to think, ‘I’m going to try and get a goal today?’”

Sales is challenging work that requires a positive mindset to succeed. We owe it to ourselves to make our job easier by fostering positive thinking.

Negative thoughts hinder sales success. If you wake up telling yourself, “I won’t make a sale today,” you’ll likely not make a sale and risk falling into a slump. I don’t recommend trying this approach.

Replace Negative Thoughts for a Positive Sales Mindset

Every time a negative thought enters your mind, replace it with a positive one. Assume you will make a sale, have a good day, and close that big deal. Positive thinking is as effortless as negative thinking.

Negative thinking has no place in sales. If being called “hungry” or “assertive” comes with the territory, embrace it. You owe it to yourself to feel good about selling and seize every opportunity to succeed. Changing your sales mindset is the first step.

Steps to Building a Positive Sales Mindset

There are several steps you can take to build a positive sales mindset. What’s important is that you introduce multiple purposeful positive reminders into your day.

1. Begin each day with a review of three things that you had success with the previous day (regardless of how minute) and three things you are looking forward to in the current day. Have a plan for your day that balances your time between key selling and business development activities (i.e., contacting prospects, delivering demonstrations, speaking with customers), and administrative tasks and activities (i.e., updating CRM, planning future travels, updating customer call notes, etc.)
2. Reward yourself for completion of key selling activities. Use simple rewards like going for a walk, calling a friend, or buying a special coffee. Simple rewards inform our future behavior.
3. When you face rejection from a prospect or customer, remind yourself that their rejection is nothing personal and that what you sell isn’t going to be the best fit for everyone.
4. Introduce positive messages and reminders into your environment. For example, I have pictures of my family sitting at my desk, and I keep client testimonials in a file I can review. You need to continually remind yourself of what matters most, and that you help others.
5. When you lose an opportunity, apply the Rule of Three. Call three people immediately – including a past customer, a new prospect and a colleague. When you lose an opportunity, it’s important to build new momentum, and the Rule of Three can help you do so.

There are many other ideas, but these are foundational in helping you build and maintain a positive sales mindset.

Key Sales Mindset Takeaways

• What We Tell Ourselves Informs Our Behaviors
• Replace Negative Thoughts with Positive Thoughts
• During a recent training session with a sales team, a participant described me as being “more assertive” than he was.
• Thinking you’re not assertive, for example, could (and likely will) result in your not being that assertive.
• What we tell ourselves informs our behaviors.

Key Takeaways

• What We Tell Ourselves Informs Our Behaviors
• Replace Negative Thoughts With Positive Thoughts
• During a recent training session with a sales team, a participant described me as being “more assertive” than he was.
• Thinking you’re not assertive, for example, could (and likely will) result in your not being that assertive.