Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
How self-belief and confidence skyrockets sales skills!
How is it that self-belief and confidence sky rockets sales skills…even when sales skills are limited?
It’s because believing you can…results in achievement.
So let’s dive a bit deeper into Principle 4 of my 7 Principles that underpin a successful high performing sales team!
In my experience people with a winning sales mindset and limited sales skills outperform people with exceptional sales skills and a poor mindset. You’ve probably noticed this in your own team.
A very common phenomena is a new sales person smashing their targets from day 1. You think you have a new high flier on your team then at month 4 they crash and burn. That’s because they start to realise what they don’t know and start believing some of beliefs from other members of the team like…it’s so hard out there, there’s a spending freeze in the sector, the targets are too high…the list of CAN’Ts goes on and on!
What goes on in the head and heart of your sales person, has the biggest impact on the results they generate.
So what can you do about it?
Focus less on the numbers and more on your sales person’s state of mind. Look and listen for triggers and clues in their physiology, what they say and their voice tone. This means calibrating each of your team for good and poor state because one person’s good state can be very different to another person’s.
You need to make time to observe and interact.
Yes I know you’re really busy and you may not have put time aside to do this in the past but this will increase your sales so much more than a quick conversation with them about how they are going to reach their sales target this period. Or maybe just telling them what you think they should do?
Go into coaching mode and explore how they are thinking and feeling on the inside. Only when you get these aligned will their behaviour change on the outside.
Find out how you can align thoughts and feelings here.
When someone has negative thoughts and beliefs about themselves they will remember all the situations where they have not been their best and negate any successes that are counter to their belief. That’s how the mind works…it’s not going to disagree with itself!
A good thing to do is remind a sales person who’s in a negative space about their past successes and how they can take what they did in those situation into today.
Simply acknowledging a negative thought and focusing them on past successes can often be enough to get that person back on track.
This is a continuous process…all of your team will require this support from time to time and some more often than others.
The only way you can nip these negtive thoughts in the bud before they take a strong hold is to notice them early and coach them to a happier place.
It’s so worth it…and so are your team!
Until next time,
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking