Does mindset matter in sales?
I recently posted a poll on LinkedIn. The results were fascinating!
The question in the poll was: When it comes to success in sales, how much of a role does mindset play?
Respondents could choose between three answers:
A. Mindset makes or breaks you.
B. Process is more important.
C. Other (please explain).
Before you read on for the results, how would you answer?
Here are the results: 100% of the respondents chose A. Mindset makes or breaks you.
Granted, I didn’t have a huge number of respondents, but every single one of them is a sales leader, business owner, or sales representative.
I believe that mindset absolutely makes or breaks you. As Henry Ford famously said, “Whether you think you can or think you can’t, you’re right.”
❌ All the product knowledge in the world won’t make up for your negative self-talk.
❌ The most bulletproof sales process cannot compensate for a scarcity mindset.
❌ The best closing techniques are nothing in the presence of a defeatist attitude.
I’m willing to bet most of us agree on the above.
But then… why do most sales trainings neglect to address mindset?
Why do we continually seek out winning tactics and strategies without also mastering mindset?
Don’t get me wrong. It’s essential to have a thoughtfully executed process in place. But that’s only one piece of the puzzle.
Mindset makes or breaks you. Adopt a mindset of abundance and possibility.
And keep renewing that mindset every day.
If you have trouble shifting your mindset, and if you keep slipping into a defeatist rut, don’t be hard on yourself. Get support instead from a friend, peer, leader, or coach.
Mindset makes all the difference.
By the way, have we connected yet on LinkedIn? If not, send me a quick connection request now!