Is the Sales Mindset Shifting?
I’ve been thinking about things, and you know how I get when I’ve been “thinking about things.” Of course, I have to share it with all of you and get your opinion!
I’m wondering about mindset, and how sales people think. To share what I mean, I’ve got a couple of examples…
Recent Conversation:
I was talking to one of our business partners who I brought into a potential deal. I asked him…
“Have you been able to reach the prospect to discuss your services?”
“No,” he responded, and informed me that he had left one message.
To which I replied, “I’ll make another call as soon as I get back to the office.”
And he said, “As long as we’re not being intrusive… right?”
Recent Email Exchange:
I recently had an email conversation with someone who shared these thoughts…
“My feeling is that most people would prefer email communication over phone for several reasons:
- They can deal with it on their own time.
- They don’t have to feel pressured
- They don’t have to feel guilty for deleting an email where they might feel uncomfortable saying no on the phone.
- A prospect deleting my email means I can email them again later with a slightly different message… where I wouldn’t feel comfortable calling again after an outright no.”
Articles I’ve Read:
I’ve run across articles about “lead nurturing,” and most recently stumbled upon a blog post encouraging us to, “Stop Hunting Customers and Penetrating Markets – Start Speaking the Language of Caring.”
Ok, so I think I’ve shared enough examples to start asking questions. Is it possible for a sales person to do both… on one hand…
- Worry about being intrusive
- Be willing to have prospects deal with it on their own time
- Have a stop hunting mentality
…and on the other hand… also have the ability to…
- Be mentally tough enough to overcome the brutal challenges and the rejection to consistently exceed quota every month
- Be persistent enough to stay in front of the prospect
- Be hungry about attacking the market to find new opportunities
Can a sales person effectively manage this double mindset?
Do the most successful sales people exude one mind set more than the other?
What about non-performers… do they relate to one line of thinking over the other?
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