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Episode 54 - Developing Your Sales Mindset For Success With Chris Yonker

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How do you define your mindset?

You may have heard a thing or two about how important your mindset is for sales. The truth is that you need to ensure your mindset is where it needs to be for you to truly succeed, and how to adapt as you develop. This isn’t always easy – but it’s critical. In this episode, Doug C. Brown speaks with Chris Yonker about setting yourself up for success, what drives and influences behavior, how self-confidence affects strategy, why self-confidence is the biggest key to achieving your dreams, and much more.

In this episode you will learn:

Episode’s guest – Chris Yonker

CSS 54 Chris | Sales Mindset

Chris Yonker is a father, husband, martial artist, and world-leading resource for high achievers. Chris and his team work with companies (big and small) as well as high achievers like executives, entrepreneurs, athletes, and celebrities to get clarity on what they really want—and then make the strategy mindset and behavior shifts to create that. Chris combines this higher-power thinking with practical strategies that derive from his 21 years of experience of leading a sales team with a Fortune 500 company, where was responsible for strategy and execution of $100 million in business.

Visit his website: www.chrisyonker.com

Chris is giving away his Vision Workbook for business leaders who want to ensure that the rest of their life is spent in alignment with what they truly value. Click here to learn more: www.greatestyearsofyourlife.com

Developing Your Sales Mindset For Success With Chris Yonker

We’re bringing you a great guest. His name is Chris Yonker. He is interested and very knowledgeable when it comes to sales, helping companies grow and on and around change in what’s happening not just in the market but the global industry of employment. He is a mission-driven consultant who helps families navigate through transition as it relates to business and their personal lives. We’re going to talk about what most people call mindset and how it applies to sales.

Before you go, “Not mindset,” we’re not going to talk about mindset but mind growth. If your mind does get set as a mindset, it limits your ability to make money, sell and everything in your life. You might have heard Tony Robbins, if you’ve ever listened to him, say, “Your brain has a thermostat. That thermostat is set to a certain degree.” That certain degree is your self-worth, self-value and self-confidence. Every once and a while, you got to sprint in that and go, “I deserve more.” You turn that thermostat to where it needs to go and it gives you a little bit of bandwidth to grow to where you want to go. You get to that place.

Unfortunately, most people’s thermostats, even if they’re turning them up, they still have it set down at a level. What do they do? They kick it back on. The air conditioner brings down the heat and they go back to ground zero. When you do that in sales, you’ll limit the type of people that you go look for. If you have employees, they will do the same. They will look at larger accounts and go, “That’s too large for me. I can’t get that size of the account. I don’t have the skillsets, knowledge and will to do it.” It is where it comes down to.

Believe it or not, those points of reference are cued in from our upbringings. We develop what I call frames and childhood wounds fit into frames. We set a frame to secure our place in what we see in life that is good for us. A lot of those frames come from upbringing like mom, dad, preacher, teacher school, principal and all the values that are instilled upon us as we grow through life.

We’re big kids in larger bodies but we’re still children growing through our process. We bring those thought processes from the past into the present and mess up our future based on what our mindset is versus mind growth. Chris and I are going to go as deep as we can into the subject matter. He’s got a lot of great information and some good stuff to help you navigate those waters, unpinned where you are and move you to where you want to go. Without further ado, let’s go to our interview.

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Chris, welcome to the show. Thank you so much for being here.

Thank you for having me.

Chris and I don’t live too far from one another and where I grew up. He lives in a beautiful part of Exeter, New Hampshire. Chris is a mission-driven consultant, helping families transition to reach their personal and business goals. One of the reasons that I was so excited about bringing him onto the show is he’s not only an expert in transition but also an expert in sales and helping companies grow their sales.

He and I had a long discussion about creating a subject matter for this episode. We’re going to dive deep into the mindset and how the mindset does affect sales. One way or another, whether you want to play with that or not, that will be your choice but I can guarantee you that if you work on this side of what we’re talking about, your sales will go up because he has worked with many companies and entrepreneurs within companies. You’ve worked within 3M if I remember correctly.

Let’s talk about the mindset side of the sales game and the sales business. I always found it’s usually the last thing people want to train on but it’s one of the most important. I walked people through philosophy and then into process, skillset and mindset. I always find the most growth within mindset. What has been your experience working within companies and sales?

It’s usually a case in point. To start, how many times have you sat with a CEO, business owner and sales director and they’re like, “I don’t get it,” especially, in a world where maybe they built a comp plan where someone has no ceiling and there’s the ability to make whatever they want? They know that that person is motivated but even if you don’t have the ceiling, they seem to hit one. You’re like, “I don’t know what’s going on. How to get this person to produce more?” You start thinking about the carrot in a stick and then you get into, “Is it a motivation problem? Can I give them more accolades? Do I take things away?”

We're going to be an advocate for our clients. We're going to work in their best interest. Click To Tweet

If you’ve read Napoleon Hill, Think and Grow Rich or get into Psycho-Cybernetics, which is a great read from Maxwell Maltz from years ago, he pointed out that you have a thermostat set on what you believe you’re worth. It is not like it’s conscious. It’s unconscious. Your self-worth is like a regulator in regards to what you produce. If someone starts producing beyond their self-worth, they sabotage or pull back. You see behavior change.

We’re going to talk about the psychology of the salesperson and then there’s the psychology of the person you’re selling to. Maybe they think it’s like, “Psychology, I’ve got to manipulate. Is that what we’re talking about?” No, I’m not going there but I am going first as like, “What do we think and believe about ourselves? How does that impact exactly what we believe we’re worth?”

That worth determines who will approach in sales, whether or not we’ll ask for the big money. It determines everything like relationships the way we have on all capacities, also apersonal and who we pick as a spouse. I’ve found those belief systems are formed and carried through from childhood. A lot of childhood wounds carry through.

What people don’t realize is if they don’t address these childhood wounds, that thermostat gets set at whatever degree it is. I’ve done this in my life. Early on in my career, I would bring my income up to $200,000. When I got it up to $200,000, I would back it down. I did this for a couple of years repetitively without even thinking through it until my oldest daughter was born.

The moment my oldest daughter was born, for some reason I realized, “What am I doing?” When I traced it back, I realized that most of my life, I grew up in a blue-collar environment. My parents did not like white-collar workers. My oldest brother, David, was at the time the Executive Vice-President for Staples. I remember them talking about him that he was a yuppie. They’re using all derogatory terms. Here I am a white-collar worker making money. As soon as that happened, I felt like my parents were pulling away from me and talking about me at that point. I was downgrading my income.

I got to have a conversation with myself when my daughter came along. “Is she going to have the life I had or give the life that I want?” I had to seek help. I was able to break that as soon as I did. My income went up from $200,000 to $350,000 the following year and then went up to $500,000 and so on in sales. These belief levels are extremely helpful to us but they’re also triggers that will impede our growth.

CSS 54 Chris | Sales Mindset
Sales Mindset: If you’re a sales rep, sales manager, or CEO and you’re stepping in and constantly rescuing your people, they’re never going to get better.

 

The first one we got to address is our self-esteem and self-worth. For folks reading, if you are in sales, on a scale of 1 to 10, where is your level of self-worth or self-esteem? If it’s not at an eight or above, then get together with someone and figure that out or work on that, either a therapist, a good coach or someone that can help because you won’t be able to regulate that. We’ll talk about another illustration related to this topic. I got a story I’d love to share. You’re driving the bus and it’s like I’m taking control but isn’t that what good salespeople do?

You got to have a pilot and co-pilot.

There was a period of time at 3M where we had a sales course across the country. Part of my role was to mentor, train, work with our personnel and help them. We know they had a management team. It’s just to mentor and help them be better in what they do. It was a cool gig because I had a lot of time and I could pick where I go. I admit I would pick people that I thought would be fun to work with in cities I wanted to visit. At times, I’d bring my wife along. We made it a fun trip. There was a time I was in Pennsylvania, which was not the top place I wanted to go but I went because this person needed some help regardless.

We’re in the car and we’re going to go to the sales meeting. You’d go in with a game plan. “Who are we calling on? Why are we calling on them? What are we looking to accomplish? What are the goals? What’s the mission here?” I was a very consultative sales methodology guy. “We’re going to be an advocate for our clients and work in their best interest.” That was my philosophy. “We’re not here to push our goods, load them up and move on. We’re looking for long-term relationships where we can help someone.”

We agreed on what he’s going to do when we go into the call. We’re going to call to meet with the customer. I’m standing there watching. It was like we never had a conversation in the car. I’m like, “What just happened?” This whole conversation was hard turn right, go somewhere else and never even discussed what we came in there to discuss. It was somewhere else. I wanted to insert myself but I didn’t. It’s a hard thing to do. For those coaching folks, you got to let them learn from their mistakes. If you’re a sales manager or a CEO, you’re stepping in and constantly rescuing your people, they’re never going to get better.

We get in the car and I’m like, “What just happened?” He’s like, “What?” I’m like, “We talked about A, B and C and then you went in there with X, Y and Z.” He’s like, “Here’s what happened.” He started going into the story of why, which wasn’t the reality. Even in sales, when you asked someone why they’re not going to buy, it’s a story. It’s not typically the truth. In life, we manufacture a construct on why we think or don’t think something is or isn’t. We have to buy it first before we sell it to someone else as our reason.

When it comes to sales, conviction is critical. The person with the most conviction is going to win the sale. Click To Tweet

He’s telling me his rationale. I stopped him and said, “Let me ask you a question. There’s something you’re afraid of in there. There’s something going on in your psychology and something you were avoiding. What were you afraid of?” He says, “I’m afraid of being pushy so I didn’t want to be pushy. That’s where my head was at.” This is a common paradigm because who wants to be pushy?

I used to play a game in the sales training class. We would do the $10,000 pyramid where someone would have a card and then you’d have to describe what’s on that card without saying the certain words and then someone has to guess it. One of the cards would end up being salesperson. They would go sleazy, smarmy or underhanded. This is sales training and these are new salespeople but they’re going through a paradigm to get the other person to guess. Who wants to be that person? Nobody does.

My point is that you can’t be one thing with the energy and mindset of trying not to be something else. He was on avoidance psychology. What we had to work on was like, “Let’s focus on who and how you do want to be.” The fact of the matter is when it comes to sales, conviction is critical. The person with the most conviction is going to win the sale.

In a sale, you have 2 people and sometimes more than 2 people going through this process. The stronger frame will usually win.

He said, “What do we need to believe in?” We need to believe in ourselves, the product or service that we’re selling, what the solution provides the client and what’s best for the client and their best interest. We have to check all those boxes. The only way we can do that is as we understand the scenario, we give a shit about the scenario.

If we don’t have our self-belief in alignment, that’s when most people will play win and lose in sales. If that belief is so strong that it’s like, “This isn’t right for the client,” and my belief is, “I’m going to play a win-win regardless,” then they’ll disengage from the sale and there won’t be a bad client. Bad clients to me are always been bad sales decisions on the front end. If somebody has got their belief level at a certain level and the thermostat is set at that level, unless they adjust that level, the sales are going to go at a scotopic sale that you witnessed where the person wasn’t even realizing what they were doing.

CSS 54 Chris | Sales Mindset
Sales Mindset: We need to believe in ourselves. We need to believe in the product or service that we’re selling. We need to believe in the solution provided by the client.

 

They had the pre-brief call with you. “We got the game plan.” It’s like the quarterback goes in for the hike and the guy who hikes the ball throws it over his head every single time because he doesn’t believe he wants to hurt the quarterback’s hands. It’s one of those types of issues. What do people do about this? I can imagine people who are reading going, “That’s me. That’s somebody on my team.” What are they going to do about it?

If we can’t be one thing and we’ll try not to be something else, then where do we put the energy and the effort? We put the energy and the effort into building a construct of who and how we want to be. If we believe enough in ourselves, we can check the box. Let’s assume that you believe enough in the company you work for and the product and service you’re selling because if you don’t, that’s a huge problem. Let’s assume that you do, which most people do. The next piece is, “I’ve got to figure out how am I going to show up in my sales conversations and meetings.”

It’s not from the sake of neediness. If you’re in the sake of neediness and trying to accomplish and hit your number and goal, that’s another place where you don’t want to come from. You need to always come from, “What’s the better interest of the person you’re selling to?” If you can become an advocate for them, have their best interest in mind and care enough about them as a person and what they’re trying to accomplish in their business or life, however that looks, you’ll do great.

When they trained us at 3M, I was in construction and home improvement markets. We were calling on hardware stores, lumberyards, mass accounts, home centers and things like that. Some of them had owners and some of them had buyers in buying departments. What people in my trade would do is get these sample bags full of products, go in and then walk into the door of the customer. The customer said, “What do you got?” We’ll be like, “I’m with 3M. Let me show you our greatest technology. I’m going to show you all the advantages and benefits of these products,” and go crazy. It was ridiculous.

I was like, “First off, we’re not going to walk in with anything except a notepad.” At the time of the sales training, that’s what they’re telling people to do. You need to walk in and show and wow them with the products. I’m like, “What does the customer care about?” They cared about making money, improving revenue, reducing expenses and minimizing risk. Those are the three things business owners care about. Write it down. If you’re a CEO reading, you’re not going to argue the point.

My goal is to figure out, “How can I help you do those things with the solutions I provide?” That was my philosophy. Let’s figure out how we can improve margin, returns and manage inventory. I’m changing the construct of the conversation. I’m consulting you on how to be a better manager of a set of product lines instead of, “The newest, greatest technology that we have is so awesome that everyone needs to have it because our lab says so. Let me tell you what they have to say.”

The cool thing about sales is you can make a lot of money and leverage your time. Click To Tweet

I had a gentleman approach me who borrowed almost $14 million to start his company. It’s a technology business. It’s seed money. He’s a good sales guy. Years later, his company is still under $700,000 in revenue and he can’t figure out why. The salespeople aren’t performing. We had this conversation that you and I are having. He was so reluctant to make any changes. He’s still at that place. His number one fear was, “I’m worried I’m going to get displaced out of my company by the board or investors.” With probability, that’s going to happen.

The solution presents itself. The solution is if a sales team is not performing, they’re not going to. I assessed the situation and he doesn’t want to make the adjustments because he wants to stay in the safety bubble of him being in control. In that case, you can’t help that person that won’t move from point A to point B.

You and I talked about what I would call mindset shift to mindset growth, how it relates to sales and how it will be the block of you getting from point A to point B in your sales growth or point A to B to C. I love what you’re bringing up. There are only a few things that the CEO is interested in and it’s professional ROI on that side and then there might be some personal ROI that’s attached to it like, “I have higher profits and more stable company. If I have a more stable company, I have a more stable family and potential life. I can do more for my kids.” As the CEO and dad, I feel amazing. There’s some personal ROI in there.

I talk to people about this all the time. You’re explaining scenarios. I have one gentleman whose name is Chris. Not you but another Chris. He went from $140,000 a year in commissions to $2.1 million being with us working on the mind of the process. He had all the skillsets. The interesting thing is after we disengaged, a couple of years later, he started regressing back into his old patterns again. His income fell and as a result, he had stress in his marital relationship and that fell as well down the line. How do people create permanent change is my question to you as an expert?

The first order of business for anybody is getting clear on what you want. What are the big picture drivers for your life? That’s the first essence. It’s a whole different conversation but I built out a process around this. It’s called the Three-Step Compass Process. In the work that I do with either succession or transition, even working with salespeople, it always starts with, “What are we trying to create? What do you want your life to look like? What do you want in your family life?” The cool thing about sales is you can make a lot of money and leverage your time. It’s like being a business owner in many aspects. The best salespeople are entrepreneurs in mindset.

We have to have clarity about what we’re trying to create. Do you want to go on a vacation once a quarter with your family? What’s that going to require? Do you want to have a second home? Do you want to put your kid or kids in a private school? What is the context of all this? Why does that matter? Why is it important to you? At the end of the day, the times are going to be difficult. When things are difficult, you’re going to need something to keep you going. It’s got to be something big enough to keep you on the hunt and on the go. The first element is what are you trying to create.

CSS 54 Chris | Sales Mindset
Sales Mindset: At the end of the day, the times are going to be difficult. When things are difficult, you’re going to need something to keep you going. It’s got to be something big enough to keep you on the hunt and on the go.

 

In the Three-Step Compass Process, if anyone wants to reach out to me, I’m happy to even share our workbook with them and we have an online program but regardless, it’s what are we trying to create and why. The why is important. That’s the first order of business in that relationship. Once I have clarity in that, it’s a matter of, “Let’s figure it out.” It’s an interesting question. How do I get permanent behavior change? In the process, we’re going to identify what are some of the beliefs that you have that are holding you back? Is it the beliefs about yourself or around the product?

I studied NLP. My NLP trainer mentored Tony Robbins. One of the things he taught me was the two limiting beliefs. One is belief in ourselves. The second one is belief in what’s possible. If we can go over those two different beliefs and get over them like, “If I believe more in myself, I can believe more in what’s possible.” You mentioned, “I work with this person. They’re at X. They went to a couple of million-dollar. They’re huge increases.” These stories create evidence. If someone can do something so can I. You can’t deny that there’s a possibility for someone to do something. That’s the key element.

This is a plug for you or whoever is in our realm. You need a coach. I do work with seven-figure salespeople that own their businesses but they’re in sales like financial advisors. They are very high producers, the top couple percent of their field. I work with them closely for years. I’m a tennis guy. Rafael Nadal was playing and he beat Djokovic in the last round of the French Open. Do you think he’s got a coach? The Celtics won. Did they have a coach? These people are the best at what they do and they still have a coach. It baffles me. I have a person I pay for the strategy, another person I pay for mindset and a personal trainer for health. I got three people that I’m putting money out to for myself. I’ve been doing that for years. I don’t blink an eye.

It’s part of the success process. If they don’t have the belief in themselves, then they’re not willing to invest in themselves. That’s number one. That’s where a lot of people run into a challenge. I have a coach. I pay this guy somewhere around $26,000 a year to coach me. Every year I’ve been with this gentleman, my business has gone up 22% on average every year. It’s a year-over-year growth. I’m in my third year with him and I can measure the numbers. I’m already at 22% growth in 2022 projected out to even be higher.

When you look at the $26,000, there are people who are going to go, “Are you crazy? You pay $26,000 for a coach?” That’s just one coach. We have multiple coaches. If you’re going to be a million-dollar-plus producer, it’s unlikely you’re going to get there on your frames because our frames are going to hold us. I’ve talked to people that say, “I can’t make $1 million. That’s taking too much.”

My response is, “Let’s change your frame.” You’ve got to pitch your frame that looks like, “I’m a taker.” What if we took that and said, “What’s your bottom baseline?” It’s their authentic self. What do they want? Maybe it’s $400,000 a year and they see themselves living a great quality of life. I say, “Make $5 million and keep $400,000. Give away the remainder. You’re no longer a taker. You’re a giver.” Inevitably, it gets in their brain and they go, “I don’t want to give that much away.” “Yourself is worth more. Let’s figure it out.”

The best salespeople are entrepreneurs in mindset. Click To Tweet

What I love about what you do is you get the head and the heart of the matter on everything you do and it all relates to how you grow in a business way and personal way? For me, you also specialize in an area that a lot of people don’t realize which is part of the mind, change. Somebody once said to me, “There are two things that are guaranteed in life, death and taxes.” I heard someone else across the room say, “No. There’s also the third.” They go, “What’s that?” They go, “Change.” You will not get rid of death, taxes or change in your life. These are the things that you embrace people. I would give a high recommendation to people to heed your advice. Get a coach. Work with a guy like yourself.

Someone’s reading this and they have a business and a sales team. They go, “What if I invested in them? Do I hire someone to work with them, work on their mindset and psychology, help them build out some goals and help us grow another 10% to 20% beyond what we’ve been able to do on our own?” The other side of that as well is, “If they’re not paying for it themselves, are they going to value it or am I going to get the return on that?” For the person out there reading this, how would you answer that question?

The first question I would ask them would be, “What’s the outcome? What is the purpose that we’re doing? Is it for you? Is it for them? Is it for both of you?” If some people truly don’t want training, they’re not trainable when it comes down to that. I would say, “What’s the outcome you want? Let’s assess the situation. What is causing that outcome to not happen? Is it mindset? Is it the process? What is it? Is it you, ma’am or sir, as the leader of the company? What is the real issue?”

I had somebody say that to me one time. He had a $48 million company at the time. I had to go back and tell him it was him. He’s like, “I don’t understand.” He had an 82% turnover of his employee base every year. They would all tell me the reasons why. I would go to that first. Once all of that settled, whether or not the owner or the person is investing, it comes back down to what are the personal goals of the people.

I have had people within companies invest in their training because they see that as a way out. What I would generally do is if I structured it that way, they make it up an in-quota volume or an X. If they would get the bonus, then they would get their money back. It’s playing win-win. The business is winning and the individual is winning. Especially, in our environment, if we’re not investing in the people within our company in some capacity, they’re likely not to stay there because it’s shifted from money to quality of life. It’s not going back in my estimation.

I agree with that. For folks out there reading, I would challenge you to think about, “How can I help my people realize the quality of life that they want by working for me?” You can only answer that question if you know what they’re looking for. I’ll say to business owners, “The people who work for us have three things on their minds. They want to know, ‘Can I trust you? Do you care about me? Can you get me to where I want to go?'” You can only help someone get to where they want to go if you know where they want to go. “Have you asked? Have you figured it out?”

CSS 54 Chris | Sales Mindset
Sales Mindset: If you’re growth-directed, then invest in your people.

 

If you think about that, say, “I’m not getting the most of my people.” “How do you help them get to the quality of life that they want?” “That’s not my job.” “It’s their job too. It’s both our jobs but we need to create the environment for that to become an outcome and help develop them.” It’s going to help the retention and productivity. I can go on and on about what it’s going to help with. These people you want to employ are growth-directed. That’s who you and I cater to. If someone’s not growth directed, they’re not reading this. Let’s call it what it is. They’re not here and that’s fine.

The people who are here, if you’re growth directed, then invest in your people. I would argue that sales is probably a place that is underserved in many companies. Quite frankly, it’s the one place you’re going to invest and get the biggest return. Outside of organizational health, you had a strategy but what are you doing to improve the sales process?

You had mentioned the NLP master trainer that trained you and Tony Robbins. When I worked with Tony, he would always talk about investing in people. He would play the philosophy of what we’re talking about. Tony is a human being and has made mistakes along the way. He would say that as well. In the divisions that I worked and ran, we did invest back in people. We trained our sales teams five days a week between 3 and 5 days. That is a cost to the company.

Reach out to Chris if you want to get there or your company and people. Part of it was the pandemic that shifted it because people got disassociated from one another. They’re looking also at a relationship as a component. If we are employers and we’re not looking at these components as well, then our people are not going to stay around. You can see it. In almost every industry, healthcare especially, people are clamoring for quality health. They are like, “I’m not going to work these kinds of hours, be under this stress or do this.” Even getting a medical assistant, never mind a physician, is difficult for companies.

What you’re bringing forth is the crux of the mind growth side of the business. If we’re business owners and our brains are limited at a thermostat saying, “It’s not my responsibility,” as you were alluding to business owners would think and I’ve run across that many times, I would challenge them back and say, “Is it? Do you want a company to be around long?” You might say a wife’s happiness is not your responsibility if you’re a male who owns the company and is married to a woman but is it not part of your responsibility? You won’t be in a happy marriage for long.

It’s no different than personal life and business life. They’ve merged. That’s been my understanding. Work with a master like yourself who understands how to grow, not just the business but the people within the business. Help them transition to that change. That’s what I love about what you do. I can stay and talk to you all day but you’ve got other things to do too. I’m grateful you’re on this show and we’re having this conversation. How do people get ahold of you?

Our mindsets are what sets the tone in our lives, but we have to have clarity on what we're trying to create. Click To Tweet

They can reach out to me through LinkedIn and ChrisYonker.com. You can go to our website and there are additional resources there as well. We also have a podcast called the Secret Thoughts of CEOs. That’s the other place you can hit us.

Check it out, folks. He’s the real deal. Chris and I have had several conversations on and around subject matter like this. He doesn’t live too far from my hometown. We always support the hometown people as well. Chris, I appreciate you being here on the show and sharing all of your knowledge in such a short time that we’ve had here. I’d love to have you back on a future show if you’d like to come.

That’d be great. Thanks, Doug.

To all of you reading, have a great rest of your day. Take notes and re-read this episode. Chris brought forward a lot of wisdom here.

Self-worth, self-value and self-confidence and where we set our thermostat number at determine what we want in life. As Chris was saying, we have this perception first and then behavior that we display. Sometimes that perception of who we are isn’t who we are. It’s who we live to be. That gets us in trouble as human beings because we go, “I want more but we’re not willing to move past that point due to the fact that we have our set point in the mind.”

We’ve got to grow past that. How do you grow past that? It’s through coaching. Get to people who know what they’re doing. Work with them and move through that process of how you get there. It’s not that hard. Sometimes it’s a little bit scary because sometimes you got to face the reality but the reality is that if you don’t move forward, you will stay stuck. If you stay stuck, sometimes you regress.

You get people as they start to age go, “They’re set in their ways.” The universe, the economy and everything that is around us doesn’t stay set in its ways. It’s constantly changing and evolving whether it goes down or up but if we’re stuck in our place and we don’t respond to those points, we don’t stay stuck. We regress and start going back. This is why a lot of people in an economy that’s getting inflated are going, “I can’t afford this.” They’re still staying at the same income levels because they’re not sure how to move past that point and all of a sudden inflation is eating away.

In sales, in particular, we know. What do we do? We need more money. We go out and sell more stuff but if our mind is saying, “No, that’s not it,” we can’t do that. Let’s say you grew up in an environment that says, “If you do that, you are a taker. Takers are not respected here in this family.” It’s getting kicked out of the clan if you go do it. How do we shift that from taker to giver? That is the key. How do we move that thermostat or that number up or down to where you want your life to be?

That was a key critical component that Chris gave you that piece of information. “Start where you want to be.” You get clear on that point because then you become your authentic self. When you’re in that place, I can tell you from a position of strength, you say no to things you’re supposed to and say yes to things that you’re supposed to versus either saying yes to everything or no because you’re in a fear state.

As always, if you want some subject matter on this show because this show is for you, I’m the facilitator, let us know. Reach out to me at Doug@CEOSalesStrategies.com. For LinkedIn, @DougBrown123 is my handle or give us a call at (603) 595-0303 and say, “I want to have a show done on this subject matter.” We’ll find the people or the experts. That isn’t the hard part for us. The hard part is understanding what people want. How do you get to understand what people want? You ask just as I’m doing.

If you want help with your business, on the mind growth or mindset side, reach out to Chris. He’s very highly qualified and skilled in doing so. If you want help in growing and scaling your teams of people or have your teams of people get into the top 1% of their revenue potential and the sales globally for your industry, reach out to me.

If you’re an individual, reach out to me. That’s what I train people on. How do you become in the top 1%? Also, how do you find, hire, train, manage and retain those types of people, what I call elite producers? A lot of people call them top producers. I disagree with that statement. A top producer is part of an elite sales producer. Those people in the 1% consistently have traits and commonalities, Once you understand how to find them, it’s not finding Bigfoot but it is finding maybe a moose in the woods at times.

You got to know how to go, look and find where that moose is and you’ll see more of them. This is what you do with the elite producers but if you want any help on and around those two subject matters, I’m your guy. Reach out to me. I’ll be happy to help you with that specific subject matter that you’re looking for. Once again, go out, make it a great day, sell a lot, sell it profitably, understand your authentic self and move your life in that direction. First, build your life and build your business around that. Second, go out and help a lot of people. To your success. Thanks for being here on the show.

 

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