Sales Mindset: Undeniably Likable Extras
One mindset that helps me foster a sales mindset that is undeniably likable is EXTRA ENTHUSIASM. I like to play a game in my head when talking to customers, which goes like this. My secret goal when working with the customer is to make them like me so much that if I invited them to my New Years party, they would want to come. The people you know that host successful parties have certain traits that make them extra likable.
I ask myself: How can I be like that person?
So I turn it on.
Things I need in order to enable this superpower? I need 8 hours of sleep, exercise, and a concentration on shared goals.
Sales Mindset: 8 Hours of Sleep
Ask yourself this: What do you accomplish of value to your life after 9 PM?
I would guess just about nothing.
Now, ask yourself this: What do you accomplish of value to your life before 7 AM (when you wake up early)?
I’d guess quite a bit.
When I stay up late, and the clock ticks past 10 PM, I’m most likely doing one of these three things:
- Video games
- Social Media
When I get up early, and the clock hasn’t hit 7 AM yet, I’m probably doing one of these four things:
- Working Out
- Making Family Breakfast
- Working on my Business
Pretty drastic difference right?
So why do I stay up late? This comes down to my discipline, which weakens as I get tired. By 10 PM at night, I’m a shell of myself. I want sugar and entertainment. I want to be a vegetable.
The chance that I will be able to get myself to go to bed once I’ve “broken the seal” and started being ultra-lazy is especially low.
The only thing that can save me is a proper routine. Most people set an alarm to get out of bed. I set an alarm to go to bed.
Sales Mindset: Daily Exercise
If exercise could be packed into a pill, it would be the single most widely prescribed, and beneficial, medicine in the nation.
I love this Youtube video about exercise:
That video says some of the most salient points on the topic. Suffice to say; exercise is a must.
So get out there. Get into it. Get moving.
I recommend mid-day walks as well. When you can take 15 minutes to get away from your dealership, go on a walk. Take a buddy if you can, but solo-walking is great too.
Sales Mindset: Shared Goals and the Win-Win
If I’m going to win the customer, I need to remind myself of the value of “shared goals”.
Most salespeople that I meet consider the sales relationship in as a battle. They want to win. I find that I’m most successful when my mindset is one of working together.
I know what I want out of an appointment. I want to sell a car. The hard part is to figure out what my customer wants, and then reframing my goal (selling them a car) into a solution for their desires.
How do I line up what they want with what I have?
This is “solution” selling, and it’s all the rage in SAAS sales.
When I foster the “solution” selling mindset, my offers and compromises take a different form. Instead of saying:
“Ok, if you buy today I can get you $45k out the door! Today only”
“I understand you have a tight schedule with your baby here. Why don’t we do this. I’ll shorten your buying time by selling you this car for $45k out the door today. That way you don’t have to visit more dealerships with a baby in tow! I am happy to offer this below-market deal because I will be able to cross you off my follow up list and concentrate on my next sale”
The second option highlighted our we would solve each other’s problems.