The world of sales is cutthroat, competitive, high-pressure. And it can get to you.
Sales professionals are always on the edge. On the brink of calling this planet haunted, as it can have you daunting in rejection, frustration, and so much pressure.
Salespeople spend almost every second of time trying to ease down all the pressure. However, efforts are wasted and are brutally replaced with rejection, often ending in frustrations and sometimes, even depression.
As a sales professional, you can’t afford to dismiss this. It’s the truth. You offer products and services, talk for hours to promote the business, work hard to reach quotas, and still get big fat NOs in the end. Having experienced all these almost every single day, you might have already come to the point where you start to desperately ask yourself, “Why wouldn’t I get a yes?”
All the negativities can creep deep down inside of you, but with a healthy mindset, those negativities can simply be a second of an imperceptible thought.
This article will give you some mindset hacks that will help you hit quotas, improving your business as a whole. Some may sound mundane—but these are things we overlook. Most of the time, simple solutions are the most effective ones.
Sales mindset hacks that’ll help you hit your quota
Visualize your goals and break them down
This is probably one of the most important approaches salespeople need to have. “Setting goals is the first step in turning the invisible into the visible”, Tony Robbins once said. When we can visualize our goals, that’s when we can break them down to achievable tasks.
This has a very important relation to sales. In sales, you have quotas. It’s easy to get overwhelmed if you keep yourself fixated on that big number at the end of the month. Concretize.
Concretizing your plans is important to make your mind organized and your work systematic. For example, you’re a real estate rep and your quota is to sell at least five properties in a month. Before taking action to reach your quota, plot your schedule first. Set meetings for prospect buyers as well as with other professionals whom you need to make arrangements with for a property. List the broken down tasks beside each one.
Whatever your goal is, may it be simple or big, write it down on paper. Post it somewhere you pass by everyday. Taking it down when you’re done is going to give you that pleasurable sense of achievement.
“Thoughts do more. Words do much. Actions do much more.”
After all those planning and plotting of plans, you now make the actual action. You can’t just let the lists you made fall into mere inscribed words because, as what the quote says, actions do much more. Also, don’t get bounded by what you have written. Start doing the easier tasks. Five minutes at a time. Get the energy going.
Listen to feedback
In selling, feedback is always present. Some feedback can sound good; others can bring negativities. Listen and pay close attention to people’s feedback and learn something from each one. It can be daunting, sometimes. Especially when you take it personally. But remember that opinions reveal significant things about your work that you won’t otherwise see, and most are especially helpful in your growth as a salesperson.
Positive feedback inspire you to keep what you’re doing, but the negative ones can inspire you to look for a better way to accomplish your job. Transform the negative into something positive.
A more intense form of negative feedback is rejection. Many sales professionals encounter rejection on a daily basis. However, the feeling of rejection is so horrible that some sales professionals never get used to it. Every no of a customer or a client can feel like hell. Hearing the short, cold no from your target can be awkward and embarrassing. Go back to your sales process and identify which part of it you or your team went wrong. Knowing which component of your process resulted in a hard no helps you to unload some of the unwarranted guilt you put upon yourself.
Sometimes, when all is said and done, you hang at the end of a needle, with all your energy drained. While it is important to keep going, it is equally important to pause and take a break once in a while. After all, it’s unhealthy to push yourself too much. Here are some ways on how you can de-stress. If you don’t have much time to wind down, don’t worry. These tips only take a few minutes.
Schedule a morning walk
For some, walking is the perfect exercise. This very simple exercise of putting one foot before the other can be the most restorative and invigorating activity in your day. Walking has many psychological benefits. It gets your blood pumping, gives clarity to your thinking, and it releases endorphins that bring you a better mood.
This is just what you need especially when you’re having a bad day. No big preparations, scheduling for a venue, no money you need to spend. Bring your phone with you or a music player. Easy way to get more than half an hour of exercise in? Pick a music album. Walk starting the first song to the last.
You don’t have to necessarily walk every morning or just in the morning. You can have a leisure walk at any time of the day. Every time you’re about to blow up with all the negativities, take a walk and let nature boil you down.
Brush your teeth and wash your face
This is another simple way to unwind. A lot of people do this as they start the day. “By connecting to something that is part of your “start the day” routine, you give your brain signals that you’re starting fresh”, Natasha Lindor says. But if you get devastated in the middle of the day, you can simply refresh. Restart your day with this simple “brush teeth, wash face” technique.
Take a 19-minute catnap
Important especially when you only have an hour or two of sleep last night. That’s way far from the recommended amount of 8-hour sleep you need to have every day. But it’s a reality a lot of sales professionals live with. Less hours sleeping, more hours looking up prospects, calling people to schedule appointments…most work spill over into our daily lives.
But living such an unhealthy lifestyle with very little sleep will only lead you to destruction not only physically but also psychologically.
Thankfully, there are things you can do to help with this. It doesn’t have to be drastic—we have to deal with reality.
A 19-minute nap can be helpful. According to Kaplin, “a nap can feel like a mini-vacation”. You might not be able to go to beach and chill, but you’ll fairly have just about the same level of relaxation. What you need to remember, however, is that having a nap over 30 minutes is no longer a nap. You’ll fall into a deep sleep and the next thing you’ll know is waking up feeling groggy rather than recharged.
Adjust the plan
If your plans don’t seem to work out effectively, adjust it. There’s no reason to stick to a stressful, losing plan just because you’re stubborn or because you don’t like conceding. You have done the action and heard the feedback. Now it’s time for you to use your experience to undertake another experience or to, at least, modify the plan into a more effective and comprehensible one. Consult your peers. It’s the process you need to carry out until you reach success.
Don’t doubt yourself
This is the most important mindset for each and every salesperson and for other professionals. You must know that you are in the position you’re in now because of your skills, talents and expertise. Know you are valuable. Know your worth.
Believing and knowing that you have what it takes to close sales is key. You’ve done this before—your skill is not dialing back. If a tried and tested technique didn’t work for a certain prospect, don’t back down. Instead, know that you have the set of skills to accomplish this, it’s just that you have to tweak them a little bit.
You’ll learn to try out different things according to your capabilities as well as to your unique interests. If you don’t have faith in yourself and in the knowledge and skills that you have, you have the tendency to be subservient, merely doing whatever is asked. This will result in a very unrewarding professional experience. You have to act according to your strengths. Although doing things outside your skills somehow sounds helpful in hitting your quotas, it can only spell doom for you if you’re not honest about what you can do.
In the professional world, those who walk with security in their skills and capabilities prosper. Businesses do not want a passive workforce. No one does. They want someone who initiates, someone who innovates in the field, someone who does something out of the usual. That is their interest. Hitting quotas require atypical tactics, as there are millions of salespeople competing with you in almost an equal level of capacity. What is it that you need to do, then? Don’t be afraid to do something different, something out of the comfort zone. And by then, hitting quotas is something you can accomplish.
What do you do when things start to weigh you down? What’s your own mindset hack? Let us know in the comments!
Latest posts by Aki Merced (see all)
- 3 Things to Consider Before Implementing a Social Selling Program - October 20, 2016
- 10 Tools Efficient Sales Teams Use (Free & Almost Free) - October 13, 2016
- Sales Coaching Tips for the Modern Manager - October 11, 2016