Winning is a Mindset, Yes a Mindset

All right, so here are the facts: every successful salesperson should be focused on two things and two things only:

Opportunity creation and Opportunity capture.

Those are the two things they should be focused on all day. There is a lot that goes behind that. Prospecting, relationship building and of course value creation. But let's say you've done that already and you really want to close the deal and you find yourself getting stuck in your head. (We've all been there).

What's it going to take to close a deal? Well, the first thing it takes a mindset. A gift of a mindset of winning a mindset of creating value leading with insights. But also a mindset of winning maybe “I'm gonna win this deal because I'm gonna do whatever it takes to get the deal done” and that doesn't include dropping your pricing.

That includes giving as much value as possible and the way to do that is through what they call micro commitments. You have to be able to get the customer to commit to small things along the way in order for them to feel comfortable and get them to say yes right and my friend Anthony Ianniaro says you need to be a trusted advisor. First, you have to have two things. You have to be trustworthy and you have to have advise. 

Make sure you have those two things. Think about those micro commitments that you have to get the customer to agree to in order for you to close the deal. 

Remember it's a mindset. Not can I but will I. 

Hope that was helpful guys remember to live with passion until next time I'll see you soon.

Anthony