“We are what we think.” Buddha
In Sales and in Life, the results that we enjoy begin from the inside out.
Our beliefs or perception of a situation act as a filter through which we interpret the world around us to create meaning. Two people can experience the same situation and have two completely different beliefs, actions and results around it. This is because of the “Thought Loop” which connects our beliefs to our actions.
Our beliefs govern our thoughts and feelings.
Our thoughts and feelings guide our actions.
Our actions produce our results.
Our results reinforce our beliefs.
This is especially evident in Sales Teams where all individuals are in the same environment, given the same training and the same support – yet deliver vastly different outcomes.
In my experience as a Sales Trainer, Leader and Success Coach – if people are clear about what is required and capable of doing the tasks, but still not taking aligned actions it is likely a confidence or beliefs issue that we need to explore.
Ultimately, our beliefs create our results, so it makes sense to begin with the end in mind and choose the beliefs that will support our success.
Here are some of my core beliefs that have formed a useful foundation for everything that I do. You may wish to create or add some of your own to this list.
1. Without sales, there is no business. Sales is the lifeblood of every business as it generates the revenue required for everything else to flourish. It is the single most important function of every business.
2. Sales is not a dirty word – it is how we help our customers find valued solutions. When I approach sales with a desire to help rather than sell, everything flows.
3. Sales is simply an exchange of value – if we can create more value than the cost in the customer’s eyes, sales is easy. If not, sales will always be hard.
4. Sales is the highest form of service. It’s about understanding needs, opportunities, desires, or challenges while delivering a quality solution better than anyone else.
5. We are all in sales – any time we are exchanging value through goods and services for revenue, we are in the sales game. Sales has been around since time immemorial. If we want to receive higher rewards, we need to deliver higher value for our customers.
6. Sales is not a department; it is an attitude. Every person within the business should support the sales process regardless of their role. If you’re not serving a customer, you’re serving someone who is serving a customer. Without customers, there is no business.
7. The purpose of the sales process is to create highly satisfied customers who become Raving Fans. This is the true competitive advantage that will deliver exponential returns when leveraged correctly.
8. People like to do business with and refer others to someone they know, like, and trust. No matter what business we are in, we are all in the people business. Interpersonal skills and relationships matter.
9. There are no natural-born salespeople. Sales is a skill set that can be learned and developed by anyone willing to try. Professional salespeople are passionate about what they do and act with honesty, integrity, and expertise, all the while taking personal responsibility for their actions and results.
10. The clearer we are about what we are looking for, the easier it is to find it. There are always plenty of customers who we can help. Clarity, resourcefulness, and taking action are keys to success.
Beliefs are powerful – plant a seed of doubt and you may grow a forest of fear. Plant a seed of confidence and you may cultivate a garden of success. Our minds are fertile grounds and our beliefs are the blueprint for our reality. Changing our reality starts with embracing useful beliefs that can reshape our actions and transform our world!
Our minds are powerful tools, especially when we use them deliberately and wisely.
At Shine Executive, we love supporting organisations to create a high-performance culture by bringing out the best in their people.
We are here to help with speaking, consulting, training, conferences, coaching or offsite events and specialise in the following areas:
High Performing Teams | Leadership | Sales Training | EQ & Neuroscience | Financial Services Sales & Service | DISC Personality Profiles | Five Behaviours of Cohesive Teams | Positive Psychology | GROWTH Coaching
Our bespoke people and performance solutions are created to meet your unique business needs, time available and working environment – so if you have something that’s important to you why not Book your free 30 minute call now to discuss. We’d love to hear from you.
Or contact us at naomi@shineexecutive.com.au or 0423 93690.
