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

Would you say sales success is more mental or more technique?

Quote:

Originally Posted by realtor

Would you say sales success is more mental or more technique?

Everything you're going to do starts in your own mind first. Your actions are an extension of your thoughts.

I can't say it's more one over another, but you definitely need to be in the right mindset and have a great technique to land great sales!

Mental thoughts only have an impact if they change sales behaviors. If sales behaviors don't improve, sales won't improve. Selling is a skill. If skills are top-notch, performance will be top-notch. You can have the best mental game in the business, but if that mental game doesn't impact your sales behaviors, you're toast.

Yesterday I was on the way home and ready to call it a day when I remembered why I needed cash now so I decided to visit a few communities instead of going home. I wound up finding a home for sale by owner that matched up with a buyer I was working with. I called the buyer, he drove 45 minutes to come see the home, he liked it and wrote a deal. I give all the credit to my mental attitude.

Quote:

Originally Posted by Thomas

I decided to visit a few communities instead of going home.

"Visiting a few communities" is a behavior. You should credit your behavior for your success! (imo).

Quote:

Originally Posted by Thomas

I wound up finding a home for sale by owner that matched up with a buyer I was working with.

"finding a home for sale by owner" is a behavior. You should credit your behavior for your success! (imo).

Quote:

Originally Posted by Thomas

I called the buyer, he drove 45 minutes to come see the home, he liked it and wrote a deal. I give all the credit to my mental attitude.

"Calling the buyer" and "writing a deal" are behaviors. You should credit to your behavior for your deal! (imo)

I think there's way too much emphasis on mental attitude. You can be a top salesperson with a terrible attitude and great sales behaviors, but you cannot be a great salesperson by having a great attitude and terrible sales behaviors.

I'll hire a salesperson with great sales behaviors over great attitude any day, because it's the behaviors that bring in the revenue, not the attitude.

Would you rather hire a "motivational speaker" to fire you up for a few days, or a person to teach you the behaviors that will create revenue?

(I'm being a little extreme, I know, because of course attitudes influence behavior, but I do believe everything I posted here).

Quote:

Originally Posted by realtor

Would you say sales success is more mental or more technique?

Action/behavior is preceded by a long line of influences (beliefs, habits, values, etc.) that are often lumped together as "mental". If you get the mental part wrong don't count on technique coming to your rescue.

Quote:

Originally Posted by AZBroker

Action/behavior is preceded by a long line of influences (beliefs, habits, values, etc.) that are often lumped together as "mental". If you get the mental part wrong don't count on technique coming to your rescue.

AZ, how do you feel about this statement: "If you get the technique part wrong don't count on the mental part coming to your rescue?"

Quote:

Originally Posted by Skip Anderson

AZ, how do you feel about this statement: "If you get the technique part wrong don't count on the mental part coming to your rescue?"

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.

Quote:

Originally Posted by Skip Anderson

"Visiting a few communities" is a behavior. You should credit your behavior for your success! (imo).

"finding a home for sale by owner" is a behavior. You should credit your behavior for your success! (imo).

"Calling the buyer" and "writing a deal" are behaviors. You should credit to your behavior for your deal! (imo)

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

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

Self Improvement - Personal Development Forum