How To Sell Effectively: 4 Powerful Mindset Shifts To Increase Sales

As a sales consultant, coach, trainer and author, I specialize in taking the BS out of selling. I draw upon nearly a half-century of sales leadership experience to teach courses and webinars such as “Close New Business Like Clockwork,” “Build a Killer Sales Team” and “Make More Money.”

To take the BS out of selling, you must first do whatever it takes to eliminate the false assumptions about sales that stand between you and “Yes.”

This was the driving force behind my “Mindset Makeovers,” which aim to transform the immediate thought processes of sales professionals to overcome obstacles and meet or exceed goals. In short, they get you out of your own way.

Do you want to fast-track your sales and generate more revenue? Of course you do—we all do. Here are four Mindset Makeovers to increase sales: 

Mindset Makeover #1: Not Everyone Is Your Prospect 

The conventional approach of viewing everyone as a sales prospect assumes that hustling is the defining factor of success. Unfortunately, this BS mindset has large numbers of sales professionals working harder but certainly not smarter.

Smart sales professionals accept that they simply won’t be the right fit for everybody. In fact, sales professionals who position themselves as the right fit for everybody will likely be the right fit for — you guessed it — nobody.

Save precious time, effort and frustration by focusing on high-value prospects while deprioritizing prospects of lesser value. In a nutshell: Don’t waste your time or theirs.

Just keep in mind that the needs of each prospect might change very quickly, so I recommend checking in with your prospects every three months or so. Although a prospect might not be ready for you today, there is always hope for the future.  

Mindset Makeover #2: Stop Convincing, Start Asking 

Sales is all about persuasion. Right? Well, yes and no.

I recommend losing the mindset that selling means convincing. Instead of telling sales prospects what they need, try asking them. A doctor would never write a prescription before conducting a full diagnostic examination. Similarly, sales professionals shouldn’t recommend solutions to problems they don’t fully understand.

This has led to the concept of diagnostic selling. You can reap the benefits of this sales approach by taking the time to uncover the real needs of each prospect and position yourself as a trusted advisor. 

Mindset Makeover #3: Equal Business Stature 

Because they ultimately choose whether they will make a purchase or not, it is easy to view your sales prospects as all-powerful.

But this perspective is, quite frankly, BS!

As a professional who is helping your prospect meet a specific want or need, you have just as much authority and control in the sales process.

By striving for equal business stature, you can better build the confidence you need to succeed — and avoid the whiff of desperation that tends to ruin sales deals for unconfident professionals.   

Mindset Makeover #4: Be the Guide, Not the Hero 

Traditional “wisdom” positions the sales professional as Superman or Superwoman, ready to swoop in to save prospects in their time of need. But rather than acting the part of a hero (like Luke Skywalker), you would be wiser to act the part of a guide (like Yoda).

In their rush to close the sale, heroes let nothing get in their way. Unfortunately, this means that they tend to miss the obvious signs that can lead them to success... or to failure.

The guide, however, sees these signs clearly and knows exactly how to navigate them.

Master the Mindset of a True Sales Professional

As you source customer leads, realize that you hold just as much power, authority and control as your prospects. Remember the first Mindset Makeover: Not everyone is your prospect. You must accept that you won’t be the right fit for everyone and be ready to move on so that you can focus on the right consumer targets. Stop chasing those dead-end deals. Getting to “No” quicker means you can focus on bigger deals.

Start applying these Mindset Makeovers today and you will likely see immediate results. For more detailed guidance and training, explore Walker McKay’s No B.S. Sales System. Let me help you build a better sales team. Schedule a consultation today!