In our previous Mindset Monday sessions, we talked about “Know Your Value” and “You Have What It Takes.” In today’s session, we are going to provide you with tools to help you keep those positive thoughts at the front of your mind.
Why Those Thoughts Can Be Easy to Forget
The reason tools can help with this is that you will frequently face objections and rejection when selling. And if it is not getting shut down, you might go long stretches without responses to emails and voicemails, and it might seem difficult to just get connected with someone.
With that, you can start to think:
Maybe nobody needs this.
Maybe my product is not very good.
Maybe I am not good at this.
And in our previous Mindset Monday sessions, we talked about how you and your product have value to offer and how you have what it takes to be successful. But with the ups and downs of selling and the constant running into walls, those thoughts can be easy to forget. That is why it can be helpful to use a tool to remind yourself of this and keep it fresh in your mind, and that is what I am going to show you today.
Sales Affirmations
To help with this, we can use sales affirmations to keep these positive thoughts at the forefront of our minds. Although affirmations have a bad reputation, it is largely due to the fact that most people use them incorrectly.
Before I show you how this is a real tool that you can use, and how it can have a tangible impact on your mindset and daily routine, let’s take a step back and explain what I am talking about here.
Definition
An affirmation is a definite or public statement that something is true or you support something strongly. Source: Oxford Learner’s Dictionaries
And if we apply that to sales, this would be a definite statement referring to something about ourselves, our product, or our company. And if we are trying to improve our mindset, we would want to use or create positive statements about ourselves, our product, or our company.
How People Get This Wrong
Most people use this tool incorrectly, which leads to creating affirmations and exercises that are either silly or they are ineffective and a waste of time. And this is for one of three reasons:
- Mostly fluff – “I am the best.”
- Too broad – “I can do this.”
- Unbelievable – “I am the strongest.”
If your affirmations fall into any of these categories, they are unlikely to improve your mindset because they are either unclear or unconvincing.
How to Do This Correctly
You can avoid those mistakes by creating sales affirmations that are more realistic and clear. To do this, tie the affirmations to a specific strength for yourself, your product, or your company.
And the great thing is that if you are using our approach to creating your sales pitch, you have likely already created your sales affirmations, because our sales messaging approach leads you to outline the strengths of what you sell.
We can use talking points from most of the different sales message building blocks as sales affirmations.
- Value Points
- Pain points
- Customer Example
- Differentiaiton
How to Implement In Real Life
As you can see right there on paper, we are strong and help in many different ways. There are people out there who need our help. When we reach out, we are just trying to see if prospects are in the group of people who need our help.
But what we need to do is transfer that from the paper to the front of our mind, and the best way to do this is to read the sales affirmations periodically. The frequency can be up to you, but you can look at them when you start your day, before making calls, or between calls if needed.
The End Result
By reminding yourself of your strengths with sales affirmations, you can see a real improvement and shift in your mindset. This could lead to you having more confidence and purpose when you are performing cold outreach.
A beneficial side effect of using these sales affirmations is that they are already incorporated into your sales pitch. That means that, when you use these as affirmation, not only will they improve your mindset, but they will also make your sales pitch more fresh and front and center in your mind, which will help you remember the key things to say when you get connected and in front of target prospects.
