A few weeks ago, I presented a poll on my LinkedIn asking all owners to vote on what they believe to be the most important attribute in a sales hire.
- Drive to Overcome “No”
- Goal Clarity
Out of these 4 attributes, the top 3 sales skills that your boss is looking for in you are goal clarity, fearlessness, and the drive to overcome “No”.
So, how do you embody this? How do you become “Unfireable?” How do you become a key player in 2022, in the midst of everyone losing their jobs?
You have to learn these sales skills.
First, you’ll need goal clarity. You need mental strategies that will give you the ability to declutter your mind, identify your goals, and give yourself total certainty around them. You can’t achieve anything until you know what you want.
Specific goals are more effective in improving performance than are general goals. An effective goal clearly indicates what a person needs to do to accomplish it. This means that you must be able to measure the performance that relates to the specific goal.
The second skill you need to learn is how to be fearless. Now, what do I mean by fearless? Fear is what holds you back from freedom. It’s about freeing yourself from the tyranny of your fear, which chains you from your own progress. If you’re disproportionately afraid of failure, you’ll recoil from any activity that seems like a threat to that fear. Just the same, salespeople often have dozens of fears running through their minds at any given moment.
So how do you become fearless? Simply sell as if you have nothing to lose. Because guess what? You don’t. I make it a goal to walk into every selling situation with the mindset that I have nothing to fear. I tell myself, “I am strengthened by the word no.” This liberates me from the leashes that keep me from helping people improve their lives. Because when I give into my fears, I’m also limiting my ability to help others. How often has that happened to you?
And that idea brings me to the third most important sales skill your boss is looking for, the drive to overcome “No”. There’s a concept I use all the time called the “no monster.” Every salesperson has this intimidating vision of the word “no” in their head, to the point that it becomes an unconquerable monster. But really? No is just a word. And if you think about it, it’s not a scary word either.
What would happen if you viewed every “no” as a “not yet?” They just don’t have enough value built up around what you sell. They don’t fully understand why or how you’re about to change their life yet. There’s never a reason to fear “no” if you hear the objection as, “I need you to keep selling me so I can truly understand how you’re about to remove the pain I have right now and guide me toward life improvement.”
Fear is nothing more than a state of excitement, and all excitement produces the same reactions in your body. Your heart rate increases, you breathe a little quicker, and your palms begin to sweat. Your reaction to being chased in the woods by a bear produces the same physiological response as if you were surprised with a check for a million dollars. The only difference between fear and excitement is your attitude about it.
If you’re like all these other people looking for a coachable, fearless, driven salesperson, contact us to talk about our recruiting program, train your existing team, or learn how to coach these traits into your existing people.
Traditional Sales And Leadership Training Fails To Address The Real Problem!
You’ve tried training your team in the past, but it didn’t really work. The old style of training just doesn’t seem to work anymore. It’s no secret that sales and leadership training is essential, but it can be hard to find a training program that actually works. Most programs are outdated and are not focused on changing behavior.
FPG Sales Training is different. We don’t use the traditional approach of lecturing your team for hours on end. Instead, we help your team understand their mindset and give them the tools they need to succeed. We help them remove their excuses so they can finally achieve their goals. Book a Meeting today!
Jason Forrest has disrupted the sales training industry by creating the first training program that changes behavior. This is done through 1) teaching tactical real-world processes; 2) the language of persuasion, 3) removing the mental leashes that hold people back, and 4) through a program-based training approach.
This philosophy is what led his Warrior Selling® and Leadership Sales Coaching programs to be ranked in the top 2 of the World’s Top Sales Development Programs, by Global Gurus. His provocative style of speaking his truth ranks him as number 5 on the Global Sales Guru list.
Jason is a Master Practitioner in Neuro-Linguistic Programming, the science of influence and behavioral change. He is also a Practitioner in Accelerated Evolution, the psychology of removing fear in high performers.
Jason is on a mission to ignite pride, purpose, and respect to professional selling.