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Mental Strength for Sales Success

Guest post by: Michael Heah

Article Overview: Tips on what sales coaching can do to help close skill gaps.

Mental Strength for Sales Success

Suppose you have a client who has this to say, "I have put my sales people through all sorts of sales programs, including small group training where they are given close attention to seal their skill gap. Although there are some improvements in their sales performance, it is still not up to my expectations. If sales coaching is to be introduced to them, what new approaches are there so that there is no duplication?"

As the coach, I would recommend the client to consider "sales mental training". What is it? It is about training them to use their brains to rehearse their selling skills, similar to an athlete working out to improve his/her running speed. Practicing before the real event will make him/her more prepared to meet challenges ahead of them.

So, what needs to be done? Get the sales people mentally prepared through various sales simulations, like making a presentation, handling objections, listening to complaints, etc. Teach them to come up with mental answers to address any issue. Rehearse until they are confident and well prepared. It does not matter whether these answers will be used when they are faced with the actual situation, but the fact that they are prepared gives them an edge over those who are not similarly prepared.

Some powerful questions:

• What is one situation which is very important for you to be good at?

• What is the reason?

• What is actually happening right now?

• What are the vivid details of a typical situation?

• What is your mental approach to manage one?

• What would you say to the person?

• How does he respond?

• How satisfied are you if this is happening the way you are imagining it?

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Article Tags: closing skill gap, mental skill, sales coaching, skill gap



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: your personality type? - Hi Michelle! If you are the present-moment focused, this is your result. If it doesn't seem spot on, I'll give you the big-picture focused result. The Enjoyer of Life. You enthusiastically enjoy experiencing the five senses, creative pursuits and social harmony in the here-and-now. You are independent, socially upbeat, and enjoy creating a positive and happy atmosphere. Despite your outgoing “persona,” you are a private person and few people truly know you well). #1 Strength: Comfort Creator #2 Strength: Expressing Social Feeling 1) Comfort Creator -- Creating a comfortable physical environment. Feels the ?ve senses vividly. Adept at using objects, or ?nding or building objects, to make a physical space the most soothing to all ?ve senses. Also organizing so objects are easily found in a convenient way. Both the physical comfort of self, and others, is important. Often feel a need to ensure those close to them are warm enough, fed, rested, etc. Will easily offer help to others in these areas, lending a jacket, or offering a snack. 2) Expressing Social Feeling Setting an emotional tone, vibrant, energetic, or serious, etc. Concerned with the emotional environment as it?s happening -- the vibe of people at a party, the tone of a situation, other people?s responses. Setting the tone -- dramatic and serious, or lighthearted and a celebration. Emotional displays are important for knowing how others are feeling, whether bad or good. Someone talking in a monotone about feelings seems insincere. Feels should be shown, so they can be read by others. Your best type would be: The Conceptualizer. You are an inventive creator of logical systems of possibilities that you use to create processes, products or strategies. Socially, you are sometimes quiet, but also find yourself acting as the life of the party, especially when you get caught up in a debate or entertaining topic of conversation. #1 Strength: Generating Future Possibilities #2 Strength: Systematic/Rule Logic
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: your personality type? - Hi Zac, If you're on the fence about 2 and 3, I'd think more about them. Big picture people tend to be oblivious to the detail of what is happening NOW -- the colors on a restaurant wall, the layout of someone's apartment, the color of people's shirts at a party, etc. They instead notice the "theme" -- an upscale restaurant (who knows what color), casual shirts at a party (not sure what style), etc. A "trendy" apartment, but who knows where the bathroom was. Gut feeling people tend to act w/o all the facts, and are comfortable following that instinct. "Thinker" people will choose something even if they HATE it, just because it "makes sense." Where as that makes no sense to a gut person. Thinkers are more "black and white" where as gut instinct feelers are more "gray area" people. But going with your selections... 1. Within 2. Big Picture 3. Gut Feeling 4. Spontaneous The Reflective Seeker of Truth. You are a passionate searcher of big-picture meaning and strive to help others with your empathetic listening skills. Socially, you are usually quiet, but can be a social butterfly when you feel like it, though it can be draining to do so for too long. You have a very silly and goofy side, enjoy people and need time to quietly reflect #1 Strength: Predicting Future Likelihoods #2 Strength: Expressing Social Feeling Predicting Future Likelihoods Predicting what is likely to happen, based on past events, themes, or what has historically been true. Deciding what will happen, based on past events. These predictions are usually spoken with con?dence and certainty. A thread or common idea is drawn from the past, and these ideas are used to decide what will happen in the future. Authorities and past situations are extremely important for deciding what will happen in the future. Expressing Social Feeling Setting an emotional tone, vibrant, energetic, or serious, etc. Concerned with the emotional environment as it?s happening -- the vibe of people at a party, the tone of a situation, other people?s responses. Setting the tone -- dramatic and serious, or lighthearted and a celebration. Emotional displays are important for knowing how others are feeling, whether bad or good. Someone talking in a monotone about feelings seems insincere. Feels should be shown, so they can be read by others. If that is your type, your #1 match would be... The Strong-Willed Go-Getter. You are a bold sculptor of the here-and-now in order to achieve immediate results following a logical system for making decisions. You add a fun, upbeat vibe to social events and are often the most gregarious person in the room. #1 Strength: Commander of Physical Space #2 Strength: Systematic/Rule Logic
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!! - Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action). Success - H3 Robert


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