Why is it that some advisors with the most talent are often not the most successful? What gets in their way? How can some advisors with less natural talent overachieve and reach much more sales success than their more talented colleagues? Are there specific mental skills that can lead anyone toward championship levels of sales performance? What separates the mindset of a champion from that of the also-rans?
Traditional sales training programs ignore the biggest obstacles to success. Instead, they focus on specific sales and closing techniques. But the biggest obstacles are not sales talent, motivation or knowledge of techniques. The biggest obstacles, like those overcome by champion athletes, are the internal, mental and emotional barriers that advisors face on a daily basis..
Below are three powerful components of the mindset of a champion. Put them into action today and watch your sales performance skyrocket!
1. Take charge of your internal dialogue: Engage the linguistic nutrition of championship performance. Your self-talk is the foundation of your belief system and your belief system determines your attitudes about your success or lack of it in your sales career. Inner thoughts either set you up for success or failure. So often, people unconsciously use self-limiting thoughts which prevent them from being successful. It’s a form of unintended self-sabotage. Examples of such self-talk phrases, are: “The economy will make this a tough sell now” or “ I’ll be lucky if I make half the sales I made last year.” These kinds of thoughts are like eating junk food once you decide that a healthy eating lifestyle is just too difficult to maintain. Your thoughts set you up for failure.
Your thoughts determine your beliefs and your beliefs develop your attitudes, which determine your behaviors and actions. Therefore, negative, pessimistic thoughts will ultimately lead to procrastination and poor sales outcomes. Such thoughts actually convince your mind that you will fail.
Action plan 1: Keep a written journal of negative thoughts that enter your mind regarding your sales performance and notice the patterns. Then, use rational thinking to counterpunch each negative thought with a healthy, positive thought.
Example: Change “This economy will drive my customers away,” to “I don’t have to be successful with every client. This is a numbers game. I am a sharp, creative person and I’ll find new markets/prospects for my product, despite the economy. I’ll keep my eyes open for opportunities, which I really believe will present themselves.”
2. Unleash the power of your mind: Plow through the mental road blocks to championship performance. Your subconscious mind takes orders from you without judging success or failure. You always have the choice in what you feed to your subconscious mind. Therefore, you must believe in yourself and in the value of the insurance products you are selling. Eliminate “imposter fears,” which are the belief that you really are not good at what you do or your products are really not as valuable to potential customers as you propose they are.