Three Mindset Shifts That Took Me From Sales Failure to Financial Success

I’m going to share three mindset shifts that took me from sales failure to financial success. And they didn’t require me to have the skills to sell ketchup popsicles to women in white gloves.

These three mindset shifts have helped my company, Complete Game Consulting, sell more than $2 million in the last three years.

Let me share them with you.

 

Mindset Shift #1: The Goal in Sales is to Help Your Prospect Make a Clear Decision (Whether That’s Yes or No)

Most producers would say the goal in sales is to get a yes. To get an appointment booked. To get a win.

But it’s not.

The goal is to help your prospect make a clear decision, even if it’s not in your favor.

You know what sucks? Maybes. Getting ghosted. Not having a clear decision.

But when you get a yes or you get a no, you have a definitive answer that allows you to move forward with the prospect or move on from the prospect.

So when you’re spending your time prospecting, I want you to go at it with this attitude: “I am here to help my prospect make a clear decision. Even if I get a bunch of nos today, at least they’re clear and I can move on to the next prospect who needs my help.”

 

Mindset Shift #2: It’s Not Your Prospect’s Obligation to Get Back to You

A lot of producers want to make excuses and actually place blame on the prospects for not getting back to them.

It isn’t their job. It’s your job to stay persistent.

This was a huge change for me. Every week when I follow up with our pipeline, I have fun with it now because I know it isn’t their job to get back to me. It’s my job to stay in touch with them.

I know that if I keep sending a message every single week, one of them is going to hit them on the right day, which is going to lead to action.

So when you block time to prospect, stop having this attitude that they owe you something. They don’t.

You owe it to yourself and your bottom line to stay in touch with them and stay persistent. Because if you do it, you will win long term.

 

Mindset Shift #3: When Prospecting, Stop Overthinking the Process

Your goal is to find as many different creative ways as you can to get your prospect’s attention.

This is why I call my prospecting hours “creating opportunistic chaos.”

When I sit down to create activity for my business, I’m going to come up with as many different creative ways to try to get your attention.

Today I might send you an email. Next week it might be a LinkedIn DM. Then a text. Then an audio note or a video note on LinkedIn. Followed by a video embedded in an email. Heck, followed by an audio text on their cell phone.

I’m going to come up with as many different creative ways as I can to get your attention. Because I know one of them is going to get you to reply. I just don’t know which one it is yet.

Change it up. Get creative.

By the way, if you’re a little hesitant to text a prospect, let me tell you something: if their cell phone is in their email signature, on their business card, or in their LinkedIn profile, you have the right to shoot them a text. Use it to your advantage.

 

Want to Change Your Sales Fortune?

I highly recommend you make these three mindset shifts:

Number one: The goal in sales is to help your prospect make a clear decision.

Number two: It is not your prospect’s obligation to get back to you. It is your priority to be persistent and stay in touch with them.

Number three: Stop overthinking the prospecting process. Try to come up with as many different creative strategies to get your prospect’s attention, and one of them will stick.

This is the process that changed the way I sell and I know it can do the same for you. Because you’re no longer focused on the tactics, you’re focused on your perception of sales, which will change everything for you.