How much of sales success is mental and how much is technique?

Quote:

Originally Posted by AZBroker

I don't agree with that statement. I've seen too many new agents step all over themselves - poor technique - and still get a sale.

I wouldn't want anyone to watch me because I'm sure my technique leaves a lot to be desired .

Personal management is the foundation upon which all other sales abilities depend on, and are considered the most important areas needed for success.

Personal management abilities are; Self Mastery, Self Talk, Personal Planning, and Personal Health.

So much of what is needed for sales success is "mental".

Your thought processes drive your current feelings, emotions, actions, behaviors and ultimately the results you are creating in your life.

Those who take full responsibility for their thoughts and actions discover one of the greatest secrets of success, "the only thing we can control in this life is our thoughts".

Choosing to be in control of your thoughts versus letting your thoughts control your life is empowering.

You'll never close the deal (technique) if your thought processes think you can't (mental)!

Attitude effects your potential to succeed... there are a lot of great sales people out there with a poor attitude as Skip pointed out, but will they last long? Are these people with a poor attitude the people you want to rely on as a manager or business owner?

I'll go completely against Skip (for the first time ever) to say attitude is more important then behaviour.

Some interesting thoughts and comments. As always I guess the answer is it depends.

If you have both that is great. A great mindset is actually a behaviour as well. Being up beat and postive is one thing.

Having the beliefs is another ( this is what actually holds back most people and none more so than sales men and women)

If you look at the posts then some people have one belief...so therefore it is true for them and others have different beliefs so therefore their beliefs work for them! We experience what we see and expect.

As a sales coach I have to be honest and say that I have more success when I work with peoples beliefs and then work on their skills afterwards.

The classic 90% mindset and 10% skill set has been proven many times.

Nice to read something stimulating on my first day here.

Best Wishes

Denise

It is clear that both one's mindset and technique play a role in success. Both must be in developed as if you have a great mindset, but don't have good techniques or strategies then you will not be successful. However the opposite is true as well in that if you don't have a good mental framework that dictates your sales philosophy then you will not be able to utilize the techniques and strategies effectively as you will not understand how to adapt them to achieve the sale.

I believe the ultimate success comes about through mastering the below stated areas of ones life. First, there is the mindset (beliefs, values, purpose). Second, goals as they come out of one's mindset. Third, skills and this is where sales techniques and strategies would fall as would anything that aids one in their career. Finally, I teach that legacy must be viewed as well. As Stephen Covey said, "begin with the end in mind." What will really matter at the end of my life and what are the things I can do about that today. In my research this is seen in three distinct areas: Contributions, Relationships and Faith. At the end of most people's lives one or all of these things is what they think about. So therefore I teach that we live out our legacy now. There is much more to say on this, but again that is another post...

Quote:

Originally Posted by David Hoffeld

It is clear that both one's mindset and technique play a role in success. Both must be in developed as if you have a great mindset, but don't have good techniques or strategies then you will not be successful. However the opposite is true as well in that if you don't have a good mental framework that dictates your sales philosophy then you will not be able to utilize the techniques and strategies effectively as you will not understand how to adapt them to achieve the sale.

I believe the ultimate success comes about through mastering the below stated areas of ones life. First, there is the mindset (beliefs, values, purpose). Second, goals as they come out of one's mindset. Third, skills and this is where sales techniques and strategies would fall as would anything that aids one in their career. Finally, I teach that legacy must be viewed as well. As Stephen Covey said, "begin with the end in mind." What will really matter at the end of my life and what are the things I can do about that today. In my research this is seen in three distinct areas: Contributions, Relationships and Faith. At the end of most people's lives one or all of these things is what they think about. So therefore I teach that we live out our legacy now. There is much more to say on this, but again that is another post...

Hi David

I think we are very much on the same page here. I know when I was selling actively.My results took a major shift when I "sorted" my mindset out.

Best Wishes

Denise

Quote:

Originally Posted by Thomas

Thank you Skip. I'm happy with my behavior and my bank account will be too.

it is the classic that thoughts are causes and causes result in effects.

The belief you have will propel you into action and repel negative thoughts which get in the way. The truth is having a positive thought about what is possible will lead to potentially a realisation that to get great at something I might need to improve my skills....etc....etc

The thought comes first followed by a feeling that leads to an action and leads to a result.

Best Wishes

Denise

I am in agreement with Shad Helmstetter on this subject. He states in essense that our programming shapes our beliefs which shape our attitude which shapes our feelings which affects what we do and how well we do it (behavour). He claims it is our behavour (actions) which most directly affects our success or failure. Although I am not a fan of pop psychology, that progression makes sense to me.

That said, I believe that the mind is infinitely more complex than that.

Quote:

Originally Posted by Ace Coldiron

I am in agreement with Shad Helmstetter on this subject. He states in essense that our programming shapes our beliefs which shape our attitude which shapes our feelings which affects what we do and how well we do it (behavour). He claims it is our behavour (actions) which most directly affects our success or failure. Although I am not a fan of pop psychology, that progression makes sense to me.

That said, I believe that the mind is infinitely more complex than that.

Hi Ace
If you like Shad have a look at Maxwell Maltz. The new psychology of achievement is an excellent book.

Best Wishes

Sales Managers Coach

Quote:

Originally Posted by Ace Coldiron

Shad Helmstetter claims it is our behavour (actions) which most directly affects our success or failure.

I agree with Shad.

How much of sales success is mental and how much is technique?

Self Improvement - Personal Development Forum