Whether you’re an entrepreneur or a salesperson working for a company, it isn’t the “always be closing mindset” that wins the most business. Today, April Shprintz unpacks a mindset tweak that will get you amazing results in your business. Tune in to find out!
—
Listen to the podcast here
The Mindset Tweak That Propels Business Success
I am so glad you’re here. I’ve had a few people ask me, “What is the mindset that wins the most business?” Before you jump in with, “Always be closing,” that isn’t it. Don’t get me wrong. I know people who have that always-be-closing mindset who are great and genuine and who want to help others. They are looking to put greatness and impact out into the world. That said, it still isn’t the mindset that wins the most business. Whether you’re an entrepreneur or an actual salesperson working for a company, that is not the one that’s going to get you the furthest. The one that is might surprise you.
First, I have to tell you that the root word of the word sell comes from the Old English word sellan, which means to give. I learned this from my good friend, Bob Burg, who is a huge proponent of giving and helping others in any way that you can. I agree with this 100%. That is why the mindset that you need to have to win the most business is an other-focused mindset, as in to focus on the other person, the other company, or the other party.
The only way that you can sell in a truly valuable way and consistently be the person who earns more business is to be giving and helping. You can’t do that if you have an always-be-closing mindset, I-need-to-make-my-quota mindset, or I-need-this-sale mindset because that is all about you. When you are focused on yourself, you’re not going to make the sale. When you’re focused on the other person, you are, in most cases, maybe not in that moment, but at some point, going to make that sale.
Let me tell you why. There are three reasons. The first one is whoever you’re interacting with not just in a sale but in life can feel your intent. When your intent is to get a deal closed, they can feel it on the other side. It’s not about them. It’s not about how you can help them. It’s not about how you can add value. It’s about you, your timeline, and your needs. That is very easy to feel on the other side. If you don’t believe me, think about some bad sales experiences you’ve had, whether it has been buying a car or doing a timeshare promotion, or any other time when you’ve interacted with a salesperson when it feels gross and slimy. That person’s intent had nothing to do with you, and you could feel it.
Mindset Tweak For Success: Whoever you’re interacting with, not just in a sale but in life, can feel your intent.
The second is when you’re not other-focused, you’re not paying attention to them, and you’re so focused, you miss things. Think about when you’re involved with something. Let’s say you’re writing a letter or you’re on your phone or whatever you’re doing, and your significant other is talking to you but you’re not listening. I’m going to call myself out here because I will agree to things that I have not even heard. The thing is that you miss vital pieces of information.
It’s the same thing when you’re self-focused. You will miss vital pieces of information from the other party, whether those are things they’re saying and sharing with you or even more nuanced and easy-to-miss things they aren’t saying or things they aren’t sharing with you. Their hesitating to give you a piece of information could mean they don’t trust you, but if you’re super focused on getting to the next part of the conversation because you want to close the deal, you will miss that. You will run right through that yellow light into a red light because they’re not going to go forward.
Mindset Tweak For Success: If you’re super focused on just getting to the next part of the conversation because you want to close the deal, you will miss things.
Being focused on them allows you to make the right decisions. Sometimes the right decision is backing off or giving them something else that might help them rather than your offering, but you’re going to miss that if you’re not other-focused or if you’re focusing on yourself. The third one is possibly the most powerful. This can be one that people completely miss.
Being other-focused with your mindset when you are selling is the key to both the long and the short game because the thing is the majority of sales are not a no when you don’t close the business at that moment. They’re a not-now except if you are so always-be-closing that you make that experience bad for the other side. It is a no, but if you had been other-focused, and you had seen that it isn’t the right time for them, they don’t have the budget, this isn’t a focus, or whatever it is, then that no becomes a not-now. What’s powerful about that is that means that your funnel is always getting bigger and bigger.
Being other-focused with your mindset when you are selling is the key to both the long and short game. Share on XThat sale may not happen at this moment, but it is going to happen. It’s just a matter of when. When you get enough of those going on and, all of a sudden, most of your business is coming to you, you’re not prospecting because you’ve built up these relationships and these people who want to work with you when the timing is right. Why? It’s because you’re focused on their needs and giving and helping them more than you’re focused on yourself.
Mindset Tweak For Success: That sale may not happen at this moment, but it is going to happen. It’s just a matter of when.
If you want to learn more about this and how to sell in this way, especially if selling is uncomfortable for you, message me on social media or drop me an email at April@DrivenOutcomes.com because I’m putting together a free five-day challenge to help people with selling to do it in a way that feels good and get you amazing results. We’re going to do it by helping other people. It’s going to be a win-win. As cheesy as it sounds, would you expect anything else other than a win-win from the Winning Mindset person? Here’s to your success.
