Success is a matter of personality

How mental sales strategies can help in customer contact

Do you love what you do? Do you value yourself and your customers? Are you authentic? Do you look optimistically towards the future? Then you are likely already captivating your customers and being successful in your business. However, if you often try to portray something you are not, if fears and doubts frequently gnaw at you, then there may be difficulties in acquiring new customers and in negotiations. Your customer senses when your inner attitude and outward appearance do not align. This can make them hesitate, doubt, and sometimes even shy away from collaboration. A large part of your success depends on your mindset and social skills, not just your professional expertise. Mental strength is a crucial factor in competition. And mental sales strategies are the key to winning the hearts of your customers. Combined with great expertise, emotionality, and conviction in your cause, they can turn an intention into a successful deal.

Success factor Attitude: You reap what you sow

Pessimistic thinking can quickly become an obstacle. It paralyzes and renders one unable to act. Perception becomes limited: a critical customer turns into a formidable opponent, a failed sales negotiation becomes a streak of bad luck. On the other hand, being optimistic allows one to approach other people openly and confidently. Optimists are more proactive, flexible, do not give up easily, and can more easily inspire customers. Both pessimists and optimists create their own reality. If one thinks they are not good enough at their job, they will gradually feel worse. This feeling influences behavior until their personal "truth" is confirmed. With mental sales strategies, you can beneficially guide your attitude. Do you consciously listen to your inner voices? Do you encourage yourself before facing challenges, or do fears and self-doubts dominate your inner dialogue? The quality of your inner dialogue plays a significant role in your sales success. Controlling your thoughts determines whether you evoke negative or positive feelings that influence your thoughts, attention, posture, and performance. Instead of thinking, "I surely won't be able to convince the customer" or "I will never be as good as...", it helps to say to yourself, for example, "I trust fully in my resources and abilities!" With targeted self-instructions (positive self-talk, affirmations), you can put your brain in a positive state that helps you achieve your set goal.

Success factor Passion: When you burn, others ignite too

What drives you? What motivates you to deliver top performance? Is it only the mundane material gain and certain privileges, or are you (also) intrinsically motivated? Those who sell successfully usually do so with joy. They are convinced of their products, services, and the company they work for, and can genuinely enthuse about them. This enthusiasm is contagious and transfers to potential customers. Your inner fire creates sparks and ignites fire in others as well. This becomes particularly important when you have to overcome challenges as a team: because only those who are motivated themselves can motivate others – to buy and to sell. The art is to keep this inner fire burning. You can do this by using internal and external images that evoke strong, positive feelings in you. These can be visualizations of desired goals or memories of a past outstanding success and the moment of triumph. This way, you can evoke feelings that influence you on a rational and energetic level and increase or reignite your motivation. Use your imagination, let your heart skip a beat, give expression to your feelings – be passionate! This way, you differentiate yourself from many others and appear authentic. You gain personality.

Success factor Values: Invisible guidelines that steer decisions and actions

Everyone has personal values that shape their inner attitude. If you want to motivate a customer to close a deal, it helps to address their values, to touch them internally. Because their values are the guidelines that consciously and unconsciously steer how they make decisions. Recognizing and respecting someone else's values can lead to a better relationship and allows you to motivate them. Those who live and work according to their values are at peace with themselves. They struggle and doubt less because they are convinced of their chosen path and actions. This is where mental strength can be drawn. Values are important guiding points in a person's life that direct their thoughts and actions. Values determine the conditions under which it is good for us to live – and they ultimately determine your relationship with your customers.