Mental strength is increasingly becoming the decisive factor in sales, making the difference between success and failure.
A recent survey of 1,150 sales managers revealed the competencies that distinguish the top 10 percent of companies in sales:
- better empathizing with their customers,
- negotiating more confidently, and
- overcoming resistance and handling rejection better.
The success of these skills largely depends on the inner attitude, i.e., the mental strength of the salespeople. Mental strength in sales is becoming the central factor for success in sales.
Success in sales is a coordinated triad of sales tools, product knowledge, and mental strength.
Like an athlete, a good salesperson must have a passion for selling. Additionally, they need sales know-how such as conversation, argumentation, and negotiation techniques. They also need industry-specific knowledge about the market, products, and especially their own products. These competencies must be called upon under the pressure of sales situations, especially when it gets stressful. And this is where mental strength comes in!
It is known from sports that under stress, an athlete can only access a limited repertoire of their abilities. Their shot, throw, or hit becomes less precise, and they make poorer decisions in gameplay. Scientific studies have proven that athletes go into competitions more confidently and fearlessly when they regularly engage in mental training.
This applies equally to salespeople. They also need to deliver their best performance every day under the pressure of success, especially when the buyer is exerting pressure.
Mental fitness is therefore a central factor for success in sales when it comes to delivering their best performance in the battle for the deal.
How can you train mental strength effectively?
To enhance mental strength in sales, there are various techniques and exercises, including well-known mental training techniques such as:
- Perception training "perception vs. reality,"
- Visualization techniques,
- Inner dialogues,
- Relaxation techniques,
- Dealing with setbacks,
- Self-motivation techniques,
- Emotion regulation,
- Dealing with experiencing stress and pressure.
Training mental strength for more success in sales does not have to be elaborate, tedious, or lengthy.
At this point, I would like to recommend two equally simple and effective techniques.
The first technique harnesses the psychological influence of music on our unconscious inner experiences. To deliver your best performance, it is necessary to connect your
extension memory (where stored experiential knowledge, know-how resides) with the brain's execution systems while inhibiting the object recognition system (the inner skeptic, doubter, complainer). This is most effectively achieved by listening to music with 120 bpm (beats per minute). Music at this tempo has a stimulating effect and helps combat fatigue, leading to a mood-enhancing effect. In this inner experience, the
extension memory and
execution systems are coupled, resulting in the desired effect of increased performance.
Therefore, I recommend that every salesperson listen to suitable music tracks on the way to the customer, just before arrival. These could be, for example, Respect (A. Franklin), Fly Me to the Moon (Frank Sinatra), or Money, Money, Money (ABBA).
The second technique is called "Victim vs. Creator Perspective" and is particularly useful for customers or situations perceived as "difficult."
Write down your answers to the following questions:
1) What challenge am I facing?
2) What response have I chosen in the past?
3) Could I have reacted differently?
4) What can I do now to improve the situation?
This shifts you from the victim perspective (10 reasons why it won't work!) to the creator perspective and regains control – at least to some extent.
Further information about Top100 Trainer Dr. Michael Ullmann can be found here: https://www.trainers-excellence.de/redner/michael-ullmann.html
