Sales is not a dirty word!

Did you know that a whopping 57% of sales professionals are not confident in reaching their sales quotas according to Salesforce[1] ? Such a statistic might make small business owners, for whom sales success is critical, feel a twinge of anxiety. After all, handling sales is only one of the many juggling tasks that you, as a business owner, need to manage.

Yet, what if we told you there's a way to boost your sales confidence, your profitability, and consequently, your overall business success? A strategy that could make your business thrive while reducing your stress. Would you be interested?

We're about to dive into the world of sales - or should we say, into the world of professionally helping people get what they need? After all, that's what good salesmanship is all about. Buckle up for an insightful journey!

Welcome to Momentum Business Insights, where we share our 21+ years of experience as business coaches helping small business owners thrive.

 "Busting the Myths: Unveiling the Real Face of Sales"

The word 'sales' can conjure up images of pushy, self-centered people whose only concern is filling their pockets. It's like telling someone you're a used car salesperson at a party - suddenly, they remember an urgent appointment on the other side of the room! But these stereotypes are far from the truth of professional salesmanship.

According to renowned businessman and author, Zig Ziglar, "Selling is essentially a transfer of feelings." Isn't that more of a reassuring hug than a dreaded cold shoulder? 

As business coaches with years of experience, we understand that sales can be a challenging and often disliked aspect for many small business owners. Many people view salespeople as pushy, self-interested, uncaring, and dishonest individuals solely focused on commission. These ingrained societal perceptions can hold individuals back to the point where they actively avoid appearing as salespeople.

To highlight the extent of these negative beliefs, consider the following story we use in our training workshops:

Imagine a training company offering a one-day course titled "How to Make Ten Million Dollars in a Week." The course promises to teach all the skills needed to be an effective bank robber. It even comes with a remarkable guarantee that if participants get caught by the police, they will be rescued before spending a single night in jail. Additionally, if they fail to make $10 million in their first bank job, they will be paid the gap between what they got away with and the $10 million.

At first glance, the idea of having $10 million may seem enticing to many. However, when participants learn that the first step in robbing a bank involves shooting a bank employee in the stomach with a shotgun, their interest in the course quickly wanes (and rightfully so!). Most people inherently understand that stealing or hurting others is morally wrong, which is why they would never consider taking part in such a bank robbery course.

The point of this story is to emphasize that no matter how many sales skills someone learns, if those skills contradict their attitudes, beliefs, values, and who they are as individuals, they will not change their behaviour. Similarly, negative beliefs and stereotypes surrounding selling can hinder sales performance, even after undertaking sales courses. The fear of being perceived as a pushy salesperson holds many back, limiting their ability to sell effectively.

Look what happens when you type in 'sales person' into google...these are the images it returns...what is going on with the guy and the knife!!!

"The Unseen Barrier: Your Attitude Towards Sales"

Your attitude towards sales is the unseen puppeteer pulling your business's strings. It determines whether your sales efforts take flight or get stuck in a rut.

The Harvard Business Review[2]  states that "selling is one of the most complicated and critical tasks a business faces". However, how you perceive this critical task can make all the difference. If you view sales as a necessary evil, it's like you're trying to swim with one hand tied behind your back.

On the other hand, if you see sales as a way of helping customers, you're more likely to dive into it with enthusiasm and vigor. And trust us, that energy is infectious - in a good way, not in a 'run-for-the-hills, it's the plague' kind of way. 

In our coaching journey, we've witnessed how a shift in attitude can turn the tables for a business. Remember, the difference between a stumbling block and a stepping stone is how you use them.

In the next section, we'll guide you on how to redefine sales and take that crucial leap towards success. Stick around for the game-changing revelation!

Redefining Sales: Helping Over Selling

 "Transforming your Perspective: From 'Selling' to 'Helping'"

Let's get real. No one wants to feel like they're being sold to. But everyone appreciates receiving help. Herein lies the golden ticket to improving your sales prowess.

Remember the wise words of Simon Sinek, the best-selling author and motivational speaker? He said, "People don't buy what you do; they buy why you do it." When your 'why' is genuinely about helping your customers get what they need, sales organically follows.

As coaches, we've seen this transformation unfold in numerous clients. When they ditch the old 'salesy' mindset and adopt the 'helping' approach, they unlock the floodgates to profitability. It's like watching a caterpillar turn into a butterfly – the potential was always there, it just needed the right conditions to unfold.

Steps to Changing Your Mindset

🛠 "Your Mindset Makeover Guide: Five Steps to a New Sales Outlook"

Step 1: Acknowledge Your Current Beliefs Start by acknowledging your current beliefs about sales. It's okay if they're negative. The first step towards change is self-awareness. Remember, even Batman had to face his fear of bats.

Step 2: Challenge These Beliefs Challenge your existing sales beliefs. Are they based on facts or just misconceptions? It's time for some mental housekeeping. Dust off those old beliefs, scrutinize them and if they aren't serving you well, out they go!

Step 3: Understand the True Nature of Sales Realize that sales isn't about persuading or manipulating. It's about helping your customers solve their problems or fulfill their needs with your product or service. As the business tycoon, Richard Branson, once said, "Great salespeople are relationship builders who provide value and help their customers win."

Step 4: Incorporate the 'Helping' Mindset Incorporate this new mindset into your daily business activities. Remember, you're not just selling a product or service; you're offering a solution. Approach every sales opportunity with the intention of helping, and watch the magic unfold.

Step 5: Evaluate and Adjust Reflect on your progress. How is your new mindset affecting your business? Make any necessary adjustments and keep moving forward. As the wise Albert Einstein put it, "Life is like riding a bicycle. To keep your balance, you must keep moving."

And there you have it - five simple steps to shift your mindset and redefine sales. Give it a try. We have a feeling you'll be pleasantly surprised by the results!

"How This Mindset Shift Can Improve Your Business"

"The Ripple Effect: How Changing Your Sales Mindset can Boost Your Business"

The beauty of this mindset shift is that it doesn't stop at sales; it cascades into every aspect of your business, creating a wave of positive change.

When you view sales as an act of helping, your whole business approach transforms. Suddenly, you're not just running a business; you're creating value, solving problems, and making a difference. That's a powerful motivator, wouldn't you agree?

We've seen businesses do complete 180-degree turns when they adopt this helping mindset. Profit margins improve, customer loyalty increases, and workplace stress significantly reduces. It's like watching a plant flourish when it's given the right nutrients.

Conclusion

"Unlocking Your Potential: Embracing the Power of the Helping Mindset"

In essence, a powerful key to improving your business, earning more money, and achieving that coveted work-life balance lies in your sales mindset. It's about shifting from the stereotypical, pushy 'sales' approach to the authentic, value-driven 'helping' perspective. It's not just a simple semantic change - it's a fundamental shift in how you operate your business.

As the legendary business consultant and author Brian Tracy said, "Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service."

That's the mindset we want you to embrace. Because when you do, you're not just transforming your business – you're changing your life. And that's what we're all about here at Momentum.

NEXT STEPS

"Take Action: Start Your Journey Towards a New Mindset Today!"

If you're reading this, congratulations! You've taken the first step towards changing your sales mindset and transforming your business. We're sure you're excited to see the benefits unfold.

So, what's next? How about we put these ideas into action? We're inviting you to book a Clarity Call with us. Let's dig deeper, explore your unique business situation, and chart a path to success. Start your journey towards a new mindset and a thriving business today! Book a Clarity Call.

Or jump over to our online courses…there is a great course just for you: How to sell more with less effort

Remember, Momentum Business Improvement is here to support you every step of the way. Let’s embark on this journey together, improving businesses and changing lives. 

Momentum: Improve your business…change your life!

We can't wait to hear from you!

[1] Source: - Salesforce’s State of the Sales 2018 report

[2] Source: The Harvard Business Review - How to sell new products