Mastering your sales mindset and what that even means.
Welcome to Uncensored Sales TV. I am your host Ryann Dowdy, sales coach that helps high achieving women leave their 9-5 and build 6-figure businesses by mastering their sales skills and mindset.
This topic is near and dear to my heart because it marries my two favorite things, sales and mindset.
This is such an important thing for new entrepreneurs to master when growing your business.
So here’s the deal you have probably said at some point or another, I don’t like sales. Sales is my thing. I’m not good at sales. I don’t want to be salesy. I don’t want to be pushy. I don’t want to be annoying. I don’t want to bother people. Sales is just not my thing. I’m just not good at it.
Right? If any of those things have come out of your mouth or cross your mind, you are not alone.
The problem with those thoughts is that it is keeping you from making money in your business.
Yes, you are struggling to make as much money as you would like in your business because of your relationship with sales.
And it’s not your fault because you have been told that you can start a business without selling. You have been told that in marketing messages everywhere, right? They say just start a business, just start a business without having to sell anything. And my friends that is a lie because nothing happens in business until a sale is made.
I’m going to say it again.
Nothing happens in business until a sale is made.
I’m not saying this to you to pick on you or make you feel bad. I just think that this is a really important conversation and one that you have got to get control of. So you can hit your financial goals and leave your 9-5 job.
Sales is the lifeblood of any business.
No sales, no clients, no business.
But we hate sales. We hate the thing that is the gateway to our success, right?
This thing that is this gateway to our income.
And because we hate it, it is keeping us stuck because we don’t want to do the things that are going to make us money.
We don’t want to go out and network.
We don’t want to go out and build relationships with strangers.
We don’t want to make invitations to sales calls because we are so worried about being pushy or being annoying or being salesy or any of those things.
We have got to change your relationship with the word sales if you are going to build a profitable business.
I’m going to give you some fun, actionable exercises today to master your sales mindset.
The first thing I want you to do as I want you to write the word sales on the top of a piece of paper, and I want you to write down all of the thoughts that come up for you.
When I say sales, what do you think?
And this actually used to be a question in our Facebook community where we ask people, what do you think of when you think of the word sales? And I mean, it was never positive.
Nobody has a positive connotation with this word at all, right?
Like you’ve never seen a movie where like the salesperson was the hero. They weren’t the good guy, right? Like that just doesn’t happen. So, it is only natural that we have this unhealthy relationship, but we have got to change that relationship inside of your business so that you can start making some money and the first way to change our thoughts, the first way to change our mindset around anything is to first understand what we currently think.
Because you have been thinking, whatever it is you think about sales for so long that it is automatic.
Your brain has automated that task. So when you say sales, your brain goes, Oh, Nope. We don’t like that. We don’t do that. That’s bad. That’s gross
So I want you to write down first, what are all those thoughts that come up for you? How do you feel about the word sales?
And then I want you to go through those thoughts and determine where did that come from? Is this even true?
I’m going to give you an example. When I was young, I grew up in the era where telemarketers would actually call it your house. Right. They would call your house in the middle of dinner. And I remember my dad answering the phone for salespeople and hanging up the phone. Right. So, like I’ve had a negative connotation to the word sales since I was a teenager. Right.
But honestly, that was his view, not my view.
It was annoying to him and not me.
I want you to go through this list and I want you to think of why you feel the way you do about sales.
We lovingly joke about, Hey girl messages in my community, which unfortunately the direct sales industry has perpetuated. Hey girl, we haven’t talked to in five years, but want to try this skincare product? We have all received that message.
And so we instantly have decided if that’s sales, we don’t want to do it.
But the good news is you don’t have to do that.
You never have to send a, Hey girl message if you do not want to.
There’s a million different ways to build relationships and start conversations that are not about jumping into somebody’s inbox with a pitch.
We first have to understand our thoughts around sales. Then we have to decide, what we want to think about sales instead.
What do you want to think about when you think of the word sales?
You have to literally retrain your brain to think these thoughts.
So you’re probably not going to wake up tomorrow morning and be like, Oh my gosh, I love sales, if today you hate it. So we don’t want to choose the thought. I love sales isn’t a good choice because it doesn’t feel true. And if it doesn’t feel true, you’re not going to be able to get there in your brain.
So we need to pick a thought that feels true. We need to pick a thought that feels believable.
Some of my favorite thoughts to have you guys start with are things like selling is helping or selling is serving,right? Because to me, my job as a sales person, as a business owner is to help somebody make a decision as to whether or not I am the best person to help them get a result. I’m not convincing. I’m not pushing, I’m not talking anybody into anything. Right? I’m going to have a conversation with you. And I’m going to make a recommendation based on the information you’ve shared with me.
I’m just here to help you make a decision.
Another great one is selling a serving.
And this works because WANT to serve your clients. You want to make an impact. You want to serve. Like you want to do that, but you can’t serve clients until you sell them something, until you sell them your services, until you sell them your package. Right?
Selling is serving. The only way I get to serve is if I sell.
Trying on some of those thoughts is really, really powerful and fun. And so every time you catch your brain thinking, selling is bad, selling is gross, selling it’s yucky. I don’t want to do this. I don’t want to be salesy. I want you to correct your brain.
….. No, no, no. We have learned that those thoughts do not serve us in any way, but here’s some thoughts to think instead. And you just want to keep catching the negative thought and reframing it, catch the negative thought, reframe it, catch the negative thought, reframe it.
As I wrap up this video, I’m really going to blow your mind. The Google definition of the word sales is the exchange of a product or service for money. By definition, sales is the exchange of a product or service for money, which means every other thought feeling and emotion you have about sales. Everything else that comes up for you is made up in your head. It’s literally made up in your head, which is fantastic news, because that means that you can change it right?
When the thoughts are coming from our head, that means that we can change that night. When we recognize that, Hey, that thought does not serve me anymore. I need to choose a different thought. And again, this is a practice. Like anything that I teach you, this is not something that’s going to happen overnight. But I promise you that as you start to improve your relationship with the word sales and improve your mindset with the word sales, you will find yourself being more comfortable jumping outside of your comfort zone.
You will find yourself being more comfortable following up with somebody. You will find yourself being more comfortable, putting yourself out there because you have learned that sales is not going. It’s not a bad thing. And in fact, it is the most necessary thing that you have to do in your business to make money. Right?
So go do this exercise. It will change your life and your bank account!