By: Scott Burrows
High-producing sales pros have one important trait in common: the ability to maintain the expectation of a successful outcome, despite gloomy market feedback, the overwhelming pressure of organizational expectations, a failed credit approval for a critical contract, or even the disappointing loss of a major company client.
But how do you teach what might seem like an inborn trait to your entire sales team, where personality, talent and backgrounds vary so widely?
As outlined in my book and keynote program, “Vision, Mindset, Grit,” I teach companies and individuals how to drive results using the same mental focus that helped me reinvent my life after a catastrophic accident left me paralyzed from the chest down and diagnosed a quadriplegic. The skills I learned during my own recovery process helped me overcome the dire prognosis of my doctors. These skills can help teams stay focused, resilient and engaged - even in the most overwhelming of circumstances.
“Without vision, even the most focused passion is a battery without a device.” ~Ken Auletta
The conscious mind is actively engaged in the goal setting process, but is easily distracted (once every 10 seconds), unable to focus on more than one thing at a time, and falls short when it comes to putting ideas into action. In order to set your creative thinking process into an actionable state, you must engage the subconscious mind to create a belief system that supports and aligns with your sales goals that will readily impel you to take action.
Creative visualization is an effective method to reprogram your subconscious mind to align with your strategic goal plan - and most importantly - when your current circumstances seem counter-intuitive to achieving that outcome. In the same way athletes utilize this for enhanced performance, you can train your mind and body for success by first conditioning it to the possibilities.
“Whether you think you can, or you think you can't -- you're right.” ~Henry Ford
Even the most strategic and actionable goal plan will fail if your thoughts are centered on what can and will go wrong. Many sales people waste precious time ruminating on a lost sale (residing in the past) or working toward their goal in a lack mentality out of fear of future disaster. Staying present daily with small consistent goals can keep your energy focused, elevated and impactful by helping you zero in on concrete actions in alignment with your goals that move you into success.
“The vision must be followed by the venture. It is not enough to stare up the steps - we must step up the stairs.” ~Vance Havner
It’s important to understand this next key element is strengthened and sustained by your vision and mindset, which greatly reinforce your ability to stay focused on the end goal and transcend the need for instant gratification. Recent psychological studies have shown that the quality of GRIT is the highest predictor of success, even over natural talent, skillset, luck, latent ability or extraordinary I.Q.
But what is grit? It is your willingness to remain patient while disciplining yourself to persevere and stay resilient in the pursuit of your goals when you are knee-deep in the trenches and nothing positive is showing up. It’s the relentless pursuit of both your short and long-term sales goals as you continue to work long hours, face and overcome rejections, and most especially, when all else beckons you to give in, quit, or worse - maintain the status quo.
People with grit:
I hope you are inspired knowing sales mavericks are not just born, they are developed. Some may show up naturally utilizing vision, mindset and grit from life experience and easily implement these into their business model. DO know that success is available to all, even when the odds seem insurmountable, and most importantly -- at any age, from any background and regardless of past experience.
About Scott Burrows: Scott Burrows is a motivational business speaker and author whose inspirational overcoming story is a hero's journey that helps teach companies how to navigate change and rise to the challenge of an ever-changing marketplace. A former kickboxing champion and star athlete, Scott not only astounded his doctors after a tragic car accident, but later went on to reinvent himself as a top sales producer in the insurance and financial industry, earning a coveted spot in the prestigious Million Dollar Roundtable. Today, Scott speaks to organizations, entrepreneurs, associations and Fortune 500 companies around the globe about his timeless principles of Vision, Mindset, and Grit. Watch Scott’s preview video or contact Gina Davilla for more information on Scott’s fees and availability: firstname.lastname@example.org.
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