Are You in a Sales Mindset?

by Michelle Salater on April 25, 2012


No matter what your business model, eventually you’ll have to sell something in order to bring in revenue and grow. A lot of small-business owners dread selling, but with the right mindset, you’ll find that the act of selling becomes a lot easier—and more enjoyable.

As you read these tips for getting in the mindset that will help boost your sales, keep in mind that they all apply to you AND your marketing copy. Because after all, if your web copy is good enough, it will sell for you!

Get in the Mindset of Sales Rock Stars

Ready? Set? Sell! (These pointers make that task a little easier.)

  • Keep selling. This may sound obvious, but how often do you hear someone blame a weak economy for slow sales? When you’re in the sales success mindset, you’ll see a slumping economic situation as a mere stumbling block. You’ll be hitting the phones, making connections, and otherwise reaching out to new and existing clients to initiate new sales.
  • Be optimistic. If you think you’re going to fail at something, you probably will. The same is true if you think you’ll succeed. So rather than accepting that external factors beyond your control will affect your sales, take ownership of your ability and believe in yourself.
  • Be honest. A study from the Forum Corporation in Boston found that, among 341 salespeople, the top performers across industries all shared one trait: honesty. You won’t sell to anyone who doesn’t trust you, and in the long run, the only way to earn trust is to be honest. So make sure you’re upfront with all clients and prospective clients.
  • Do your homework. In order to earn a prospective client’s trust, you need to demonstrate that you know not only your own products and services, but also those of the competition. When you can speak authoritatively about what makes your offerings superior, you’ll be prepared to answer any concern a potential client might have.
  • Put your clients first. The impact of high-quality customer service cannot be overrated. Address client concerns, take responsibility for mistakes, and deliver or over-deliver on everything. You’ll find that keeping clients is much easier than continually selling to new ones.
  • Listen. Sure, you’ve got a sales pitch to make, but don’t forget to actually listen to what your clients have to say. Paying attention to their ideas and concerns right away will save time and frustration in the long run.
  • Keep learning. Even if you rock sales already, you can always get better. Read books, attend seminars, and take tips from the best of the best to ensure that your sales game keeps improving so your company can keep growing.

What is your biggest hurdle to getting into a sales mindset?

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