Shattering the Sales Barrier: Exposing the 10 Secret Mindsets That Destroy Success

Sales is a tough field, and success is never guaranteed. However, one of the most critical and overlooked factors which could determine the difference between top performers and NO-PERFORMANCE is personal bias, mindset and beliefs.

A #salesperson's mindset is their attitude, beliefs, and mental state that affect their behavior, actions, and performance. In this post, we will explore the connection between mindset and performance, the importance of identifying and overcoming internal barriers, and how biases, limiting beliefs, and other mindset challenges can negatively impact sales success.

The Connection Between Mindset and Performance

Research has shown that there is a strong connection between mindset and performance. In a study conducted by Carol Dweck, a Stanford University psychologist, she found that people have either a fixed mindset or a growth mindset. A fixed mindset believes that intelligence, talent, and abilities are fixed traits that cannot be changed, while a growth mindset believes that intelligence, talent, and abilities can be developed and improved over time.

When it comes to sales, having a growth mindset is crucial. Salespeople with a growth mindset are more likely to embrace challenges, persist in the face of setbacks, and learn from feedback. They see failure as an opportunity to learn and grow rather than a reflection of their worth.

On the other hand, salespeople with a fixed mindset tend to avoid challenges, give up easily, and are more likely to take feedback personally.

They may feel that they are either good or bad at sales and that their abilities are fixed, which can limit their potential for growth and improvement.

1. Identifying and Overcoming Internal Barriers

Internal barriers are mental obstacles that can prevent sales professionals from reaching their full potential.

These barriers can manifest in various ways, such as procrastination, avoiding difficult tasks, or not taking action altogether.

To overcome these internal barriers, sales professionals need to identify them first. Here are some common sales mindset challenges and how they affect sales performance:

2. Fear of Rejection

Sales professionals who are afraid of rejection may avoid making cold calls or approaching new prospects. They may take rejection personally and view it as a reflection of their abilities as a salesperson.

This fear can lead to procrastination, missed opportunities, and ultimately, lower sales performance.

To overcome this fear, sales professionals need to reframe rejection as a natural part of the sales process. They can focus on the value they can provide to their prospects, rather than their own personal success. They can also practice positive self-talk and visualization to build confidence and resilience.

3. Self-Doubt

Sales professionals who doubt their abilities may feel overwhelmed by their goals or lack confidence in their skills. They may also compare themselves to others and feel inadequate or insecure.

This self-doubt can lead to a lack of action, missed opportunities, and lower sales performance, lack of confidence and action.

To overcome self-doubt, sales professionals need to focus on their strengths and accomplishments. They can set realistic goals and break them down into smaller, achievable tasks. They can also seek feedback from their peers and mentors to build confidence and learn from their experiences.

4. Limiting Beliefs

Sales professionals who hold limiting beliefs may believe that they are not good enough, that success is only for a select few, or that they cannot change their circumstances.

These beliefs can lead to a lack of motivation, self-sabotage, and lower sales performance.

To overcome limiting beliefs, sales professionals need to challenge them and replace them with empowering beliefs. They can ask themselves questions such as, "Is this belief true?" or "How can I challenge this belief?" They can also seek out role models and success stories to inspire and motivate them.

5. Lack of Confidence

Sales professionals who lack confidence may struggle to communicate their value proposition effectively or negotiate effectively. They may also avoid taking risks or making bold proposals.

This lack of confidence can lead to missed opportunities, feelings of being less than the prospect, and lower sales performance.

To build confidence, sales professionals can practice their communication and negotiation skills. They can also seek out training or coaching to improve their skills and knowledge. They can also focus on their achievements and successes, rather than their failures or setbacks.

6. Negative Mindset

Sales professionals with a negative mindset may focus on the problems and obstacles rather than the opportunities and solutions. They may also have a pessimistic outlook on their prospects or the market.

This negative mindset can lead to a lack of motivation, lower performance, burnout, and left- untreated it could spread through the company.

To cultivate a positive mindset, sales professionals can focus on their strengths and successes. They can also practice gratitude and mindfulness to reduce stress and increase positivity. They can also surround themselves with positive and supportive people who can uplift and inspire them.

Biases and Other Mindset Challenges

In addition to the internal barriers mentioned above, sales professionals may face biases and other mindset challenges that can negatively impact their performance. Here are some examples:

7. Need for Approval from Prospects and Clients

Salespeople who have a strong need for approval from their prospects and clients may struggle to ask for the sale or negotiate effectively.

They may also avoid difficult conversations or feel uncomfortable challenging their prospects' assumptions.

This need for approval can stem from a fear of rejection or a desire to be liked. However, it can also lead to missed opportunities and lower sales performance.

8. Expecting Others Buy from You the Same Way You Buy From Others

Salespeople who assume that their prospects and clients buy from them the same way they buy may miss out on valuable sales opportunities. Different people have different buying styles, preferences, and needs.

Salespeople who can adapt their approach to match their prospects' needs and preferences are more likely to build trust and rapport, which are essential for successful sales outcomes.

While the above is true, this also manifests itself in allowing others to put them off, avoid making decisions and slow sales cycles

9. The Emotional Discipline to Stay Present in a Conversation Where Something Unexpected Happens

Sales conversations can be unpredictable, and unexpected situations can arise.

Salespeople who lack emotional discipline may become reactive, defensive, or disengaged in these situations, focusing on how they feel or what they will say instead of being present in the current conversation.

Salespeople who can stay present, curious, and empathetic in challenging situations are more likely to build trust, understand their prospects' needs, and find creative solutions.

10. Being Comfortable Discussing Money

Sales conversations often involve discussing money, which can be uncomfortable for some salespeople.

Salespeople who avoid discussing money or are not confident in their pricing may miss out on valuable sales opportunities or leave money on the table.

To overcome this discomfort, salespeople need to understand their value proposition and pricing strategy. They can also practice their communication and negotiation skills and seek out feedback from their peers and mentors.

Conclusion

Mindset plays a critical role in sales success. Sales professionals who can identify and overcome internal barriers, biases, and limiting beliefs are more likely to achieve their goals and reach their full potential. By adopting a growth mindset, staying present and adapting their approach to match their prospects' needs, sales professionals can increase their effectiveness, build trust and rapport, and ultimately achieve greater success in their careers.

Would it be helpful when coaching your team if you knew which of the above were impacting their sales performance? Our Audit phase of the Sales Alpha Roadmap can tell you so you can coach them up to. new level of performance. Message me today!

Ken Lundin is the Founder and President of RevHeat an international sales improvement company for B2B companies and the creator of the Sales Alpha Roadmap™️, a proprietary process to improve the effectiveness of your team.

At REVHEAT, we understand the challenges that come with growing a company. Sales goals that feel out of reach, pressure on margins, disjointed sales processes, a low number of strategic accounts, and missed opportunities to land bigger deals - these are all problems that can hold back even the most ambitious of businesses. But we're here to tell you that it doesn't have to be that way. Message me today and we can help you turn the ship around.

Need to see more? Check out the replay of our latest webinar, "How to Turn-around and Underperforming Sales Team."