Strategies for sales resilience

The inner game is important, but Jeff Riseley says a strong mindset alone won’t guarantee sales success. Here’s his advice:

1. Reframe setbacks

Adjust your beliefs about setbacks. Instead of seeing a lost deal as a threat, view it as a learning opportunity to foster optimism and growth.

2. Mindset adjustment

Change your mindset by adopting new beliefs and attitudes, such as a growth mindset or solutions-oriented mindset. This can help you become more resilient to stress.

3. Energy management

Recognize that relying solely on mindset strategies can be draining because they require significant mental energy. It's normal to feel less positive or motivated as the day progresses.

4. Incorporate bottom-up strategies

Use physiological methods to manage stress, such as ensuring a healthy environment, addressing burnout, and managing energy efficiently throughout the day. These strategies help maintain resilience and protect your mindset.

Maximize your selling hours

James Bissell outlines three mindset strategies for salespeople to improve their work ethic and productivity:

• 90-Day probation mindset: Treat each quarter like a probation period. Regularly review your performance metrics and honestly assess if you've met your goals and earned your place.

• Earn your salary: Each week, evaluate whether your efforts justify your salary. Consider if you've accomplished the necessary tasks to meet your targets.

• 4+1 strategy: Plan to achieve your weekly targets by Thursday, allowing Friday to get ahead. For example, if you need 60 calls to book a meeting, aim for 60 calls daily to meet your goals efficiently.
  

Own your sales results

In a podcast episode featuring Mike Weinberg discussed several specific strategies for developing a proactive mindset:

• Create opportunities: Focus on actively pursuing new business to grow, rather than just servicing existing accounts.

• Avoid distractions: Minimize non-sales activities like delivering parts or attending unnecessary meetings to concentrate on creating and closing deals.

• Take ownership: Adopt an internal locus of control. Take responsibility for your results instead of blaming external factors.

• Be the CEO: Treat your sales role as if you are the CEO of your own business. Develop a personal business plan with clear goals and strategies.

• Prioritize accounts: Not all customers deserve equal attention. Choose strategically which accounts to focus on for maximum impact.

• Maintain positivity: A positive mindset is essential. Believe in yourself and the value of what you offer to improve your performance.

• Communicate effectively: Sound like a normal person having a business conversation. Avoid being overly casual or deferential.

• Record calls: Recording sales calls can help you assess and improve your tone to ensure you sound engaging and confident.

• Qualify early: Qualify prospects during the initial discovery meeting, not during prospecting, to build relationships even if they aren't ready to buy now.

• Educate yourself: New salespeople should read foundational sales books and understand that sales is about helping clients succeed, not just selling products.

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