The sales mindset 

In this IIL empowering webinar, Nick Thomas dispels many sales myths including the concept of the ‘natural salesperson’, demonstrating that attitudes are often more important than attributes and that the skills we lack can be developed through the right kind of practice. It also explores attitudes to sales and reframes sales as a virtuous pursuit that brings potential value to clients. More than anything it examines why people fail to achieve sales outcomes – how they get in their own way, and how to remove these obstacles to supercharge sales performance.

Description

There are many misconceptions about the nature of sales and what it takes to be a salesperson. These misconceptions can prevent salespeople, or people who have some sales responsibility from achieving their ‘sales’ potential or even ‘selling’ in the first place.

This session covers:

• Myths and misconceptions – the natural salesperson, sales isn’t my job, sales is a dirty word, I don’t want to bother people, I don’t have the skills, that’s not me
• The nature of talent and what drives expert performance – ‘10,000 hours rule’ and purposeful practice
• The real psychology of success – passion and perseverance
• Driving passion and perseverance? The growth mindset. Learn it all vs. know it all
• Learning from mistakes and attitude to ‘failure’
• What does good really look like? Key skills and habits and cross-over with client management. Knowledge, attitudes, skills, habits, process and planning
• The power of the introvert
• Performance = Potential: interference or ‘getting out of our own way’
• Interactive troubleshooting – what gets in your way in sales? Examples of your fixed mindset?

Learning objectives

• Understand the myths and misconceptions around sales and examine how this affects delegate sales performance
• Understand the real skills and aptitudes of a successful salesperson – the importance of our attitudes
• Understand the research on the nature of talent and expert performance – and how we can develop the skills we need
• Understand how we ‘get in our own way’, develop an understanding of some specific sales-related examples, and some practical tools to address them

Speaker

• Nick Thomas, Sales trainer, coach and consultant, Nick Thomas & Associates

Audience

This webinar is relevant for anyone who has contact with clients, whether future clients or existing ones.