We all know that sales is challenging, ok hard. And it’s getting harder. Stress seems to be our daily bread. Want to know a secret that can make all the difference? Now I call it a secret because so few people will really take the time to act on it. Okay, I’m going to tell you but I need you to promise that you’ll think long and hard on this idea before you simply dismiss it.
There are two mindsets that salespeople have. The majority and by that I mean probably 95% – my figure plucked from my, okay I guessed at it, use the first mindset. Successful salespeople, those blowing out their numbers, killing their quota and making boat loads of money have the second mindset.
The First Mindset: Buy Something
The vast majority of salespeople go around trying to get people to buy something, anything, as long as they are selling it.
You know most people have a very ugly view of selling. Unfortunately so do most salespeople. They – you – might not admit it, but it’s true. We prove this out every day by taking advice, waiting while people blow off our appointments, getting beat up over price. 
One time I sat in the waiting room on a ride-along with a salesperson. Frank had a firm commitment to see the CEO but instead we sat cooling our heals for over a half an hour. Finally I got up, gave the receptionist my business card, and asked to reschedule. Guess what happened – the CEO came out and we had our meeting. Frank was furious and chewed me out in the parking lot but that’s a tale for another day. Frank clearly had the first mindset: I’m a peddler and I need you to buy something.
The Second Mindset: The Invaluable Value
So what is this other mindset – the one that will remove much of our job’s stress and produce great sales? Simple: you’re valuable. You have something that can’t be gotten anywhere else. You have a duty to share it. Prospects need to hear it. They can reject it (probably not) but what I’m offering has invaluable value. They want me, they need me, I have no choice but to share it with them.
Wow that’s a mouthful. Even so it is much easier to say than to live. What do you believe about yourself and your offerings? Do they have significant importance to your buyers? Do you? Do you know how to articulate that value in a way meaningful and relevant to the client? If you can’t say yes it is time to make a change – either in your thinking or your profession.