Posted: April 02, 2012
Building a successful sales mindset
Thinking about it isn't enoughLiz Wendling
There is a difference between the truly successful people and the ones who struggle. Why do so many people apply for the job of "struggle" when success has so many openings? Reason: successful people have a results focused mindset and massive amounts of discipline. To achieve results and success requires discipline. Succeeding at anything takes discipline. Attempting to be successful at sales without discipline will never produce worthwhile results.
Discipline means effort, constant concentration and a drive to succeed until the successful outcome is achieved. This drive is lacking in many sales professionals and business owners in all aspects of business. The drive is replaced with excuses and reasons why success is so far away and unattainable. You’re either making money or making excuses why you’re not making money.
Discipline is the preferred and most efficient fuel one can use to accelerate toward success and results. Filling the tank with discipline and maintaining proper levels are necessary for optimum business performance. Others attempt to use less efficient fuels like hoping, wishing and thinking about success.
The results focused mindset is the ability to declare a goal or outcome in your mind, formulate the actions necessary to achieve that goal and infuse discipline to execute the plan to the fullest. This formula is consistently used by successful people. Jim Rohn says, “Discipline is the bridge between goals and accomplishment.”
When I talk to business owners and sales teams about discipline I know many want to plug their ears and tune me out. Not everyone is a raving fan of discipline. They’re the people that need to hear my message the most. They would rather struggle with decreased sales and smaller paychecks instead understanding the principles of applying discipline and focus to their business and sales behaviors.
I tell them that having discipline takes hard work but aimlessly struggling on a daily basis is much more difficult. They have a choice, do the work it takes to become disciplined or continue working at the daily job of struggle that always produces dismal results and decreased income. They have the ability but lack the disciple and focus to change their outcome.
People with a results focused mindset are easy to spot. For example, people who have a health focused mindset take action regarding their food intake and exercise habits. People with a health focused mindset will never be overweight and unhealthy. Nothing gets in the way of their goal. They won’t allow it to be interrupted, sidetracked or skipped. They want the results and they know the only way to guarantee those results is to make sure they commit to the daily behaviors that are necessary to be healthy.
The salesperson with the same type of results focused mindset will be astonishingly more successful than all the others. It’s actually easy to close more sales, deposit bigger paychecks and build a larger client base when you adopt and perfect the mindset of focus and discipline.
Your ability to develop the habit of discipline will contribute more to your success than any other quality. Your good looks, great personality and business passion will only carry you so far.
Fueling your business with steady levels of discipline will pave the way for you to reach your fullest potential. Discipline truly is the highest octane and most efficient fuel to use in the business gas tank.
Without discipline your efforts, dreams and desires will fizzle. Don’t underestimate the importance of this precious commodity. The choice is yours! Add discipline and achieve extraordinary results or keep omitting this important ingredient and stall your success.
Liz Wendling is the president of Insight Business Consultants, a nationally recognized business consultant, sales strategist and emotional intelligence coach. Liz is driven by her passion for business and generating results for her clients. Liz understands the challenges that business owners are facing building a business and selling their professional services in today's market.
Liz shows clients how to tap into and use their innate strength, power and confidence to develop highly successful businesses. She teaches them to create effective, dynamic and fluid client conversations that turn interested prospects into invested clients who keep coming back.