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Episode 68 - Sales Mindset: Shifting Your Focus To Be In The Top 1% Of Salespeople With Hugh Liddle


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Is your mindset in the top 1%?

Focusing on your skills as a salesperson versus keeping your mindset maintained is a natural thing for many of us to do. However, it can be one of the highly destructive if left unchecked. While skills are undoubtedly important, mindset is what keeps us moving forward, especially in business. In this week’s episode, Doug C. Brown speaks with Hugh Liddle, the Head Sales Wizard of Red Cap Sales Coaching, about the importance of mindset, why you should put it first, how the top 1% of salespeople think, how sales shows up in every aspect of life, and much more.

 

In this episode you will learn:

 

 

 

Episode’s guest – Hugh Liddle

CSS 68 | Sales Mindset

Hugh Liddle is Your Head Sales Wizard at Red Cap Sales Coaching and Elite Sales Academy, where you can learn to make selling easy, fun, and profitable. Hugh is the author of “Take the Icky and Scary Out of Sales”, which is available in paperback or Kindle versions at Amazon.com. He’s also a radio talk show host. His podcast, The Sales Chalk Talk Show, is produced every week. He’s also an in-demand public speaker. When Hugh isn’t teaching salespeople, he’s home in Sebring, Florida with his wife, Priscilla, Jasmine the dog, and Mooch and Minnie the cats. He has 6 children, 12 grandchildren, and 3 great-grandchildren. He’s a singer/songwriter with more than 50 songs written and recorded.

Visit his website: www.redcapsalescoaching.com

CEO Sales Strategies listeners can schedule a free call with Hugh to talk about their businesses and sales, ask questions, and get an individualized sales success roadmap. There’s no charge, no obligation, and no pressure – just a fun, friendly conversation. Schedule on Hugh’s website at www.redcapsalescoaching.com

 

Sales Mindset: Shifting Your Focus To Be In The Top 1% Of Salespeople With Hugh Liddle

I’m bringing you another amazing guest, Mr. Hugh Liddle. Hugh and I are going to talk about sales mindset and what you need, and why you need it to be successful in getting to the top 1%. You might say, “I don’t need a sales mindset.” A sales mindset consists of three things, not only yourself but your process and your client side of the business. We are going to discuss those in length. We are going to talk about the dos, don’ts, why, why not, and all of that good content stuff that you might be looking for when you are reading this. The reality is that if you don’t have all three of these in place, it will upend your sale in most cases. Without further due, let’s talk to Hugh.

Hugh, welcome to the show. Thanks for being here. I appreciate it.

It’s my pleasure. Thanks for inviting me.

You are so welcome. You and I have known each other now for a couple of years. We are going to talk about the sales mindset for the 1%. You are an expert at Red Cap, a sales coaching company. I’m glad you are here to talk about this very important topic. My first question is this. What is a sales mindset? A lot of people have their definition of it.

A sales mindset has to do with the way you are thinking about yourself, the sales process, and your prospective clients. In my opinion, the sales mindset is as important if not more important than the skillset that people have in sales because you can be good at the details of how you do things. If you go into a sales conversation with a mindset that’s less than what it should be, you are probably not going to make a sale.

The sales mindset is as important, if not more important than the skillset, because you can be excellent at the details of how you do things. If you go into a sales conversation with a mindset that's less than what it should be, you're probably not… Click To Tweet

This is a great way of looking at it because a lot of people think, “A sales mindset is all about me,” but what you are saying is it’s about you, the process, and the clients themselves. It’s one cohesive or comprehensive system versus the piece about, “Doug has got to work on his mind because Doug had to work on his mind for the last 60 years as far as Doug knows some days a little more than others.” I agree with you that it is the most important. Maybe I want to ask you the same question. Do you see this as the thing that people don’t want to work on the most in sales? Is it just me that’s seeing that?

I’m not sure that they don’t want to work on it. I’m not sure they even are aware that it exists or that it’s a challenge. Often when salespeople work for another company, especially if they are not working for themselves, they are under pressure from a sales manager, vice president of sales, or the ownership of the company, “You have to make sales. You have to do this. You have to be successful. You have to bring in so many clients. You have to bring in so much money. If you don’t, we are going to get rid of you.” In an environment like that, it’s very difficult to keep the proper mindset because where your focus is a huge part of the mindset process.

If you go into a sales conversation and you are thinking about the stack of bills that you have on the desk, “I have to make a sale. I have to get them to do this,” or if you had a disagreement with your significant other before you went to work, it’s still bugging you. You are still thinking about that or you are thinking about the fact that your sales manager told you, “You better step up and get some sales or it’s going to be over with.” Even if you are thinking about what you are going to do this weekend or after work, and you have a prospect sitting in front of you, your focus is in the wrong place.

Doug, you know this probably better than anybody. You have been in sales for a long time. There’s an energy that passes between a salesperson and a prospect. It doesn’t make any difference if you are selling belly to belly, face to face, whether you are selling on Zoom like we are or if you are selling on the telephone. People feel the energy that’s coming from you. They know whether your focus is on them and helping them or if your focus is someplace else. If they sense that your focus is someplace else, it’s pretty much a no-sale. Let me illustrate it like this.

Anybody who’s old enough to have any experience talking to salespeople has had the experience of wanting to buy something and maybe even needing to buy something. You talk with the salesperson, and they do a pretty good job of explaining their product or service. They are okay. It comes time to make the decision. You get that feeling in the pit of your stomach, “I don’t know what it is. There’s something wrong here. I’m going to tell them I want to think about it, and then I will check around and see if I can find somebody else to buy it from because this doesn’t feel good to me.”

I believe that almost all the time, when that happens, it’s because the salesperson’s focus is in the wrong place, and the prospect senses that. Our buddy Gene McNaughton is fond of saying, “People can smell commission breath 5 miles away.” That is an absolute truth. Part of the mindset is keeping yourself focused on the prospective client.

CSS 68 | Sales Mindset
Sales Mindset: Part of the mindset is keeping yourself focused on the prospective client.

 

“What do they think? How do they feel? What’s their situation? What challenges are they experiencing? What do they want more of in their life or their business? What do they want less of in their life or their business? What is it that’s going on for them?” If you are focused on that and on helping them solve whatever their problem, their challenge, or the reason is that they are talking to you, then you are going to be successful a high percentage of the time. If you don’t keep your focus there, you are not going to be.

We are speaking with Mr. Hugh Liddle. He owns a company called Red Cap Sales Coaching. I loved what you said. There were three parts. There were clients, process, and ourselves. This is the client side. We must be very focused on the client and have the right sales mind on and around that client. They can sense it. I agree with you 100%. If any of you don’t believe this, try to have a conversation with your significant other and then get distracted in the middle.

I have to laugh because I was in a restaurant and watching a guy and a gal talking to one another. They are eye-to-eye locked. Everything seems to be going right. A beautiful lady walks by. All he does is turn his head to the left and then turn it right back. I saw his significant other’s face completely change. I was like, “He’s dead. This conversation is not going. There’s no sale there or at least we’ve got lots of objections coming up because he broke his focus on what mattered to her, the receiver.”

I’ve seen women do the same thing. It’s not just a guy thing. They get distracted. They look down at their cell phone, “Let me check Facebook. My friends are doing this.” It pulls it off on a personal level. On a business-to-business level, it’s the same thing. I had a couple of nice guys come into the house. I had another guy come into the house. I’m looking to buy a pellet stove.

It’s a $5,000 or a $7,000 investment for the house but one of the guys talking to my wife then took his focus off and started to play guy to guy, “Let me focus on the man.” He neglected her. I can tell you right there that the sale started going downhill for this man, not only with her but with me as well. It’s one of those situations that I agree with wholeheartedly. Those of you who are reading this, write this down. It was Tony Robbins that I first heard say, “Attention goes where energy flows.”

If you are locked in on this client thing, you are focused on what’s in it for them and playing win-win with these people, they are going to sense it. You can walk away with integrity at that point, even if you have to make a commission. You would be surprised. I’ve done this. I imagine you have too. You think that it wasn’t going to close. It was one of those things but you stayed cued in like you are talking about. All of a sudden, they go, “I will take that.”

The conversation continues until somebody says no.

If the energy and the mind are in the right place, you become a synergistic mind play. It’s a mastermind going on at that point. You build a high empathy, high rapport, high respect, high trust, and all of that. That goes a lot further than you have all the technical knowledge in the world. Two people have technical knowledge of the same level. One, they like and respect. The other, they don’t so much. They are going with the one they like and respect no matter what, even if the price is higher in many cases.

To expand what you mentioned a little bit more, every conversation that we have in life is a sales conversation. It doesn’t matter if you are talking to your significant other, your kids, your coworkers, your boss or somebody that you meet at a social event. There’s always selling that’s going on. It’s successful selling if you focus on the other person rather than yourself. It works that way. Life is like that.

It has been that way since the beginning of time, I suspect. We’ve got clients on the mindset. Let’s talk about the process. I’m listening. I’ve got my pen out. What do I need to know about the sales mind process? Hugh, enlighten me, please. I can imagine people are saying that out there now.

The first thing is that there are some habits that you need to form that revolve around mindset. One of those is asking open-ended questions rather than closed-ended questions. A closed-ended question is a question that can only be answered yes or no. An open-ended question starts with who, what, where, when, why or how. It can’t be answered yes or no. People have to talk with you about what they are perceiving and thinking.

If you are asking closed-ended questions in a sales conversation or any conversation, you may save some time. That’s the objection that I hear most of the time about asking open-ended questions, “If I ask an open-ended question, people are going to talk. It’s going to take me a long time to have my meeting. I only have so long.” It doesn’t matter how long the meeting is as long as you are getting the information that you need to be able to help people reach a conclusion.

Ask open-ended questions not only in sales conversations. Make it a habit in all of your conversations. If you are having a conversation with your significant other and ask a question, ask it open-ended. You will find out what’s on his or her mind. When you are talking with your kids, and you ask them questions, ask them open-ended questions. It’s fascinating what’s going on in those little brains of theirs. It’s hilarious. It’s awesome. You will find out what they are thinking.

In a sales conversation, here’s the overarching sales philosophy as far as I’m concerned. There are some sales managers, sales coaches, and trainers who will probably disagree with me about this. I believe that it’s not our job as salespeople to get other people to do what we want them to do, what we think they should do or even what we know they should do. It’s our job to find out what they want to do and then help them do that.

The reason I believe that’s vital and why that’s a significant part of the mindset is that people don’t buy what they need. They buy what they want. If you go out and look in my garage, you will see the truth of that because I’ve got boxes of stuff that we bought that we wanted and didn’t need it. It’s in a box in the garage. We bought it because we wanted it. I don’t care what your product or service is. People will buy it because they want it, not necessarily because they need it.

If you are spending time in your sales conversation trying to convince people that they need what you have to offer and that they have to do this to be successful, and you are convincing them that they should do it, it’s not nice to shoot all over people. Don’t do that. Ask them open-ended questions about what they want and, even deeper than that, why they want it. If you find out those two things, what they want and why they want it, you are on the way to a positive buying decision. It’s a matter of whether they believe they can afford it or not. It’s a matter of how badly they want it.

It's not nice to shoot all over people. Ask them open-ended questions about what they want, even deeper. If you find what they want and why they want it, you're most of the way to a favorable buying decision. Click To Tweet

It usually comes down to that criteria. If we all think about what we bought, you’ve got your garage full of this or that. We have all done that. I paid $50 for two bags of popcorn.

That must be good popcorn.

It wasn’t the greatest popcorn in the world but the thing is, I came out of a store, and there were the Boy Scouts of America. They were doing a fundraising process. The little guy asked me, “Would you like to buy a bag of popcorn?” I said to him, “You are asking an incorrect question.” He said, “What do you mean?” I said, “Maybe you want to ask me a question like, ‘What do I think about the boy Scouts of America.’” He said, “What?” His father said, “That’s a good question.” I said, “Ask me.”

I was playing with him and teaching him. He said, “What do you think about the Boy Scouts of America?” I said, “I could never make it through the Boy Scouts of America because I only went for one day but I find it’s a great organization that helps young men find their way through life and parts and give some skills and that type of thing.” The little boy looked at me, perplexed. I said, “Next question, ‘Would you like to help the Boy Scouts of America to help more of these types of people who will be better citizens in life?’” His father said, “Ask him.” I asked. He did.

Here’s the deal. I won’t go through the whole thing. I gave him $50 because what I wanted to do was teach the kid. I wanted to teach him to ask the right type of questions, “Sir, how do you want the Boy Scouts of America to make a great impact in life?” It’s an open-ended question. I asked that and then said, “When you ask the right questions, somebody usually buys more than you expect. You want me to take one bag of popcorn for $17. Give me what I can for $50.” He upsold me but I upsold myself.

That’s such a great illustration of the fact that you didn’t buy those bags of popcorn because you wanted popcorn. You bought those bags of popcorn because you wanted to help. That’s an emotional want. People buy based on emotion. They don’t buy on the head or thinking. They buy on emotion, what they feel, and what they want. It’s the same way with any sale. There’s a reason why people buy what they buy. The famous illustration is that if somebody goes into the hardware store to buy a drill, they don’t want a drill. They want a hole in the wall. They want the result that comes, not necessarily the thing that produces the result.

CSS 68 | Sales Mindset
Sales Mindset: People buy based on emotion.

 

I work a lot with chiropractors. One of the things that my chiropractic clients do is ask questions that are emotionally based. It’s not about, “Where does it hurt? How much does it hurt? How long has it hurt? What have you done about it so far?” It’s about, “What are you not able to do that you would love to do and can’t because your back hurts? On a scale from 1 to 10, how much do you want to change your life and your health?” Those open-ended questions that are emotionally based will tell you why. You taught the Boy Scouts to ask questions to find out what people want, what motivates them, and why they would want that product or that service.

Find out what people want, what motivates them, and why they would want that product or that service. Click To Tweet

What I got out of that was I felt good that maybe I was rooting a seed in a child to give him a better opportunity to create leverage in his life. I was gleeful to pay $50 for two bags of popcorn. I’m speaking with Mr. Hugh Liddle with Red Cap Sales Coaching. We are talking about the sales mind and how you have to have your sales to be at the top 1%.

We are talking about the process. A sales process has a lot of different things. We can do a whole episode on the sales process but what I’m hearing is that you want to create your process so that the end client, the other part of the sales mind, is the third part. The second part supports what they want and gives them the ability to invest in that based on their level of commitment.

One of the pieces would be the follow-up, for example. A lot of salespeople think, “A follow-up is an afterthought.” It’s going to be part of the process. With all of these pieces, I would challenge anybody to sit down, think about their process, and say, “How do I create my mind around this process, so it happens every single time for the benefit of the client?”

A follow-up is a common courtesy. The reality is that most people don’t do a great job at it. People feel neglected. Their emotions go down. They say, “They don’t care about me so much.” I can illustrate this. When I was in live speech, I would ask the audience, especially women, “If you go out on a great date, how long does the man have to get in contact with you?”

I would ask the men. They would be like, “It’s 3, 4, 5 or 6 days. I try to get back in the first day but if I don’t, it’s 2, 3, 4 or 5 days.” If you ask the women the same question, they have 24 hours or less on the high percentage. A few would say, “You’ve got 48 hours.” I would say to the women, “If the men are saying 2 or 3 days and don’t call you for 4 days, what happens?” They would all go, “Dead meat.” It was such a rapport break because they were not following up.

In our process, we’ve got to have that in our mindset. I’m glad you brought the process up because I would have probably not thought that one as clearly through as you did those three. The process has to be systematic. It happened for their benefit. Let’s go to the one where I said, “Nobody wants to work on that,” but it’s not a true statement.

They do want to work on it but it’s usually not the first one they want to work on. They want to work on, “How do I bring the money in, and then I will fix my mind later on.” To me, that’s probably the most important one to constantly or consistently work on or the most valuable one to work on because it affects the other two. What are your thoughts?

Let me do one more thing about the process that is vital, and then we will go to what we think about ourselves and those pieces of things. Value statements are an important part of the process. There’s a saying that somebody came up with a long time ago that selling is telling. I don’t agree with that. Selling is more about asking questions and listening carefully with your ears, your mind, and your heart to what the answer is. After you’ve determined what they want and why they want it, the value statement part of it is letting them know that they can have what they said they wanted when they work with you.

CSS 68 | Sales Mindset
Sales Mindset: Selling is more about asking questions and listening carefully with your ears, mind, and heart to what the answer is. The value statement part is letting your clients know they can have what they just said they wanted when working with you.

 

It’s about the result that they are going to receive. I always am fearful when I talk to chiropractors about this but you are not a chiropractor so that I can share this with you. I love sausage. I love anything that comes off pigs. Sausage is my favorite. I don’t care how it’s made. I don’t care what’s in it. All I care about is when it comes out of the skill and onto the plate next to my pancakes or my eggs. It better make my tongue jump up and beat my brains out because it is so good. I want the result.

When I write a song, there’s not anybody that cares about the process that I went through to write the song or record it. They don’t care. All they care about is whether they like the song or not. When you are sitting in front of a prospect, and they are there to talk with you about your product or service, they don’t care how you do it and how it’s made. You may have some analytical people who ask you some questions about that thing.

More than three-quarters of the population doesn’t care how you do it, how it’s made or what your situation is. When you are giving value statements to people, whether you are doing it in your marketing, your sales conversations, your follow-up, or whatever you are doing, use you statements get away from us, we, our, me, my, and I. Get away from that stuff and talk about you and your, “You can have, do, be, learn, and take advantage of it.” That way, you are directly answering the question that every one of your prospects has in their minds when they sit down in front of you.

“What’s in it for me? How is my life going to be better? How is this going to make me happy? How is this going to make me more peaceful? How is this going to make me more productive or profitable? What’s it going to do for me?” When you start talking, “What we do is help you do this or that. I love helping people,” who cares what you love? How about what I love? How about what’s important to me? How is this going to do something for me?

Use you statements. You are answering that question directly and talking about them instead of yourself. That’s the mindset piece of it because we like to talk about ourselves. Resist that temptation if you possibly can in every aspect of your sales process. When you are building rapport with people, you meet somebody socially at a Chamber of Commerce meeting or a networking meeting, ask them open-ended questions and let them talk about themselves. Chime in and tell them when there’s a little bit of common ground that you’ve discovered there.

You'll be seen as the greatest conversationalist in the world if you can build rapport with people you meet and ask them open-ended questions. Don't talk about yourself and your business and what you're doing and how you're doing it. Just let them talk. Click To Tweet

Don’t talk all about yourself, your business, what you are doing, and how you are doing it. Let them talk. You will be seen as the greatest conversationalist in the entire world. “That’s hard to do because Doug likes to talk about himself. Hugh likes to talk about himself.” You must develop the mindset and the habit of asking questions and letting somebody else talk.

Instead of talking about how long you have been in business, what your education level is, how many wonderful clients you have that think you are the greatest, sing and dance, and do a little commercial for yourself, tell your prospect what’s in it for them. When they work with you, what are they going to get? What are they going to receive? If you do that, you are going to be successful a much higher percentage of the time than if you are talking about yourself.

That goes to working on us or ourselves. When I had a toothache, I never asked the dentist what his or her GPA or Grade Point Average rating was in school. I wanted to get this pain solved. That was the issue. Let’s go to talking about it a little more in-depth. I buy into this concept. I’ve got clients, the process, and myself. How do I start working on myself?

The first place is, “What do you think about yourself?” I’ve heard so many people say, “I’m not a salesperson.” I will tell you a story about that. My wife would be the very first one to tell you I’m not a salesperson. I wouldn’t want to be a salesperson. She tells me she hates salespeople, which is funny considering what I do for a living. She is a tremendous salesperson.

She sold me on moving from Colorado to Florida years ago. The way that she did it was she started telling me about how wonderful life would be when we lived in Florida. I wouldn’t have to shovel snow anymore. I wouldn’t have to drive in the snow anymore. Those are two things that I complained about a lot when I lived in Colorado in winter.

She talked about how the leaves on the trees and the grass stay green the whole year round, “It’s so nice. It doesn’t turn all brown. All the leaves don’t fall off the trees. It’s not dark and sparse. The sun shines a lot of the time. It will be wonderful. I will make you a wonderful home when we move down there.” She asked for the sale and said, “I’m moving to Florida. Do you want to go or not?” I said, “I will go.” Here I am in Florida and happy as a clam. She kept every promise she made.

From the time that you popped out of your mama’s belly, you have been selling because selling is very much a process of giving other people what they want. The two people who created that little being that ended up being you wanted nothing more than to make you comfortable and make sure that you had everything that you needed, that you were happy, and that your whole life was wonderful.

You gave them the opportunity to do that because anytime that you were wet, hungry, needed some comfort or wanted somebody to pick you up and hold you, you yelled and screamed. You gave them the opportunity to do that. You have been selling since you were a little bitty kid. Kids are the best salespeople in the entire world because nobody told them that it’s horrible and icky, “You shouldn’t do that because it’s terrible. You are taking advantage of people.” They haven’t heard that, and so many people have.

CSS 68 | Sales Mindset
Sales Mindset: Kids are the best salespeople in the entire world because nobody told them that it’s horrible and icky, and you shouldn’t do that because it’s just terrible.

 

Selling has a bad reputation for a good reason because, in days gone by, it was done badly. It was manipulative and coercive. It wasn’t a good deal at all. It got a reputation as being something horrible. Probably the stereotypical salesperson is the used car salesman, “Nobody wants to be a used car salesman. They are horrible.” One of the best sales conversations I was ever in on the receiving end was with a used car salesperson. He was magnificent. He asked great questions. He did everything right. It was awesome. I walked away from that whole situation, happy and feeling like, “What a great experience I had. That was so cool.”

If you think about selling and yourself as a salesperson helping other people get what they want, and if that’s your mindset, you are going to be successful in selling. With that energy, people are going to pick that energy up and know that you care and that you are trying to help. You are a good person, and you are not one of those sleazy people that’s going to try to twist their arm, shame them, trick them or try to get them to do what you want them to do. You care about them.

You have to believe that you are that person and that when you are selling, you are being that person. You are being of service. That’s the number one thing. The second thing is that you have to believe that the company that you are representing is the best choice that people could make to buy the product or service that’s being offered. That goes to more than the quality of the product or service.

You have to believe that the company you're representing is the best choice people could make to buy the product or service being offered. And that goes to more than just the quality of the product or service. Click To Tweet

That’s the third thing that you have to believe in. Your mindset has to be in the right place as far as your product or service. In the company that you work for, if you work for somebody else or your company if you have your own company, what’s your company like? How do they treat their prospects? How do they treat their customers or clients? How do they treat the people who work for them? What are their morals? What are their ethics?

If you don’t feel 100% convinced that nobody could make a better choice than to work with your company to buy the product or service and receive customer service from your company, find another company to work for. You can’t go into a sales conversation and project the energy, confidence, and enthusiasm that you need to project out to your prospect if you don’t believe 100% in the company that you are representing.

I’ve heard so many people in the heating and air conditioning business. I’ve heard a lot of people say, “Our company is good sales-wise. They do a great job with that. They have a great product the installation, the follow-up, and the customer service sucks.” Get the people who own the company or if you own the company, change that or do something different.

It goes back to the process, the belief, and the mindset of the whole process.

Here’s the other thing. This is so key. The energy that you project out to the prospect is exactly the energy that you are going to get back from them. This means that if you are not confident that you are the person that anybody would love to sit down and have a great conversation with, that you are a great salesperson because you are easy to talk to, you ask good questions, and care about the people you are talking to, who wouldn’t want to have a conversation with you?

If you don’t have that confidence when you go into the sales conversation, the people you are talking to aren’t going to have confidence either. If they don’t have confidence in you, they are not going to buy. If you don’t believe 100% in your company, you think there are some things they could improve and are not that great, you are going to project that in your energy toward the person with whom you are talking.

CSS 68 | Sales Mindset
Sales Mindset: You will project your belief in your energy toward the person you’re talking with.

 

They are going to think, “Maybe this isn’t such a good deal after all. Maybe this isn’t something I should do.” They don’t buy. If you don’t believe 100% in your product or service, the people you are talking to won’t believe in it either. If they don’t believe in it, they won’t buy it. That’s why I believe that the mindset that we have and that we project makes or breaks your success as a salesperson.

If people want to get ahold of you and they want to learn more about you, how do they?

My website is RedCapSalesCoaching.com. When they go to that to that site, what they will find first of all is there’s a whole bunch of good free stuff on there. There are podcasts and blogs. Check out Doug’s show that he has done with Red Cap Sales Coaching. That’s top-of-the-line stuff. He and Gene McNaughton tore it up and did a great job on that show. Be sure that you read those and read all the episodes. There’s some great stuff on there. It doesn’t cost you a dime to get a tremendous education in sales, marketing, leadership, business, and success when you do that.

There are blogs, videos, and surveys that you can take on there that are tremendous. If you would like to chat with me and get an individualized sales success roadmap put together for you and have that done free on every page on the website, there’s a link that you can click. You can go to my calendar and schedule a time. It’s free. There’s no obligation whatsoever when we have the conversation.

There’s no pressure. It’s a fun and friendly conversation because I practice what I preach as Doug does. Doug is a tremendous mentor, teacher, and coach. You are reading his blog and getting bits and pieces of his brilliance in the blog. Be sure that you have a chat with him and take advantage of his services because he’s flat awesome. You can’t go wrong working with him.

Thanks, Hugh. I didn’t pay you to say that. That’s funny. Hugh, thanks for being here on the show. I appreciate it. I’m very grateful for the open-ended conversation that we had. A lot of people got a lot out of this. Thanks again.

Doug, thanks for having me. I appreciate it. I had a great time.

Here’s the thing. Most people want to work on their business first and then work on their mindset later on. As you can see, mindset is not just about working on the business. It’s about working on the client side of the business. It’s about working on the process side of your business. It’s also about working on you and your belief systems on and around because the reality is that your belief systems can upend your sale without question.

I’ve seen this numerous times in the past few months where somebody is selling something, their belief system gets in the way, and they back themselves out of a sale. The process can be something that can upend your whole sale. The follow-up is one of those things, as we talked about in the actual episode here. The follow-up is a common courtesy people expect. It’s not like, “Maybe I should. Maybe I shouldn’t.” It is something that if you don’t and your competitors do, they are going to position ahead of you.

What you ask yourself is, “How do I make this work for me?” That’s the question to ask. What if you sit down for fifteen minutes a week, start looking at your business, and go, “How can I make communication better with my clients? How can I have my processes work better? How do I work on myself, my brain, and my belief systems, so it’s supporting all of these?” It’s fifteen minutes a day once a week for the next ten months. Where would you be? A lot further ahead, I bet.

If you love the content of this particular show and you go, “I’ve got a subject matter I want Doug to talk about. I want him to find a guest or I can be a guest on this particular show because I have these great things to say,” it doesn’t matter what industry you are in, if you’ve got great things to say, reach out to us at YouMatter@CEOSalesStrategies.com. If you love this show and haven’t subscribed to it, please do so. The more subscribers we get, the better the rankings.

If you would give it a five-star review if you feel it’s worth that, I would be most grateful. If you want to get yourself, someone in your business, someone you know or your company into the top 1% of sales globally for your industry in your market, reach out to me at Doug@CEOSalesStrategies.com. Until next time, go sell a lot. Sell it for profit. Make someone happy. Help somebody in their life. You will feel better about yours too.

 

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