In this video, we share 10 ways for how to boost your sales motivation and mindset. This can be helpful because working in sales can be a rollercoaster ride with many highs and lows. If you do not have or maintain a good headspace, it can not only negatively impact how you feel, but also your sales results by dragging down your motivation and activity level.
- View selling as a skill
- Improve Your Sales Skills
- Map Out What to Say
- Practice sales scenarios
- View Yourself as a Helper
- Use Sales Affirmations
- One step at a time
- Create a routine
- Set targets and goals
- Track progress
1. View selling as a skill
The first step in improving your sales motivation and mindset is to view selling as a skill. You can develop and improve your sales skills regardless of your experience, educational background, or personality style.
This can help to decrease any self-doubt you might have. Even with experience and confidence, it can be easy to feel some self-doubt in sales because of objections, rejection, and losses.
When you operate with the mindset that selling is a skill you can improve, you can feel more in control of the path you are on and your ability to be successful.
2. Improve your sales skills
Now that we view selling as a skill, we need to be diligent about developing our sales skills. This is important because it can be easy to be busy selling and forget to stop and take time to work on our sales skills.
To help with this, I recommend setting aside a certain amount of time each week to work on yourself and improve your sales knowledge. This might involve reading books, watching videos, or listening to podcasts.
3. Map out what to say
Cold calling is one of the most difficult tasks a salesperson has to do.
- You never know what direction the call will go
- You only have a few minutes to work with
- You have a lot of information to share
- You are likely to face resistance, objections, and rejection
This can create stress, anxiety, and fear when it is time to pick up the phone, even for the most experienced salespeople.
An extremely easy way to solve all of this is to simply map out what to say. By having more clarity about what to say when a prospect answers the phone, you can not only decrease stress but also improve your confidence.
Mapping out what to say can often sound easier said than done and be a difficult step to complete. We provide a sales message brainstorming process to help you outline the key talking points and questions for your product or service.
4. Practice sales scenarios
The next step is to practice and role-play sales scenarios. This can help you be much more prepared for what to say and do in live situations with prospects.
This will not only improve your performance, but it can also increase your confidence, leading to a stronger, healthier sales motivation and mindset.
5. View yourself as a helper
The next way to improve your sales mindset is to view yourself as a helper. This can help because it’s easy to feel like you are more of a taker when you are trying to sell your product.
You are reaching out to prospects to take their time so you can ultimately take their order and money. When you operate with this mindset, you will feel like you are bothering prospects and that you shouldn’t call or email them.
But the product you sell offers value and helps the prospects you are trying to sell to, and when someone buys what you sell, you are helping them. This makes you a helper, and not a taker.
When you reach out to prospects, you are not trying to push something on them or talk them into something; you are seeing whether they are in the group of prospects who need the help you offer. You are trying to help them. This mindset shift should give you more purpose and confidence when it is time to pick up the phone and call a prospect.
To implement this, start by outlining the benefits your product provides and the problems it helps solve. Having these points can help you build value awareness, which is operating with awareness of the value you offer and how you help.
6. Use Sales Affirmations
A tool you can use to improve your sales mindset is sales affirmations. Sales affirmations are positive affirming statements about yourself, your product, or your company. In other words, these are all of the great things about what you sell.
With all the rejection and fierce competition we face day in and day out, it’s easy to forget the good things about what we are selling. Sales affirmations are a tool we can use to remind ourselves of the good things we do and offer. By referring to them when we start our day or before we do cold outreach, we improve our sales mindset and motivation.
These affirmations can also help you see yourself more as a helper and help you establish and maintain value awareness.
7. Take it one step at a time
The daily life of a salesperson can be chaotic, with many different types of tasks to complete. This can make you feel overwhelmed and feel like you don’t know where to begin or that you are not making any progress.
To help, adopt the “one step at a time” approach. You can apply this in two ways. First, break large tasks into smaller steps, then take them one at a time.
The second way to apply this is to focus on one step at a time by compartmentalizing your tasks so you focus on and work on only one area at a time. For example, when it is time to make calls, put time on your calendar for that and ignore all other tasks and distractions during that time.
This will help you be more productive and can also greatly reduce the feeling of chaos and overwhelm.
8. Create a routine
The next tip for improving your sales motivation and mindset is to create a routine. This can help because if you work from home, you have to manage yourself, and it’s easy to lose motivation.
This might be as simple as:
- Starting your day at the same time
- Having the same routine for how you start your day
- Having a structured schedule for how you work through different tasks
Having a routine can improve your sales motivation and mindset by giving you clarity on what you need to do and helping you get into a rhythm with the tasks and areas you need to work on.
9. Set targets and goals
When working in sales, you can sometimes feel like there’s too much to do, or that you are running in place and not making any progress. Either of these can have a very negative effect on your mindset and headspace.
To help with this, you can set daily and weekly targets for what you need to do. For example, you might have phone prospecting targets like 50 dials per day, or two hours of cold calling. Or you might have a networking target of two events per week. When you create targets like this, you can be clearer about what you need to do every day, and that can help you stay in a good headspace when working in sales.
10. Track progress
Whether you create targets for yourself or not, it is helpful to track your progress on what you are working on and accomplishing. For example, you can track how many calls you make, how many appointments you schedule, how many demos you provide, etc.
Not only will this data help you make sure you are doing what you need to do to increase your odds of success, but it can also help you feel a greater sense of accomplishment. That feeling can help you maintain a good headspace when working in sales.
We hope these 10 tips help you to improve your sales motivation and mindset.
