how mental strength affects sales

Warrior Mind Coach http://warriormindcoach.com

“Success in life is about managed thoughts,focused attention and deliberate action.”Gregg Swanson – Mental Strength Coach


Recent research indicates up to 25% of an individual’s performance can be attribute to their level of mental strength. Gregg Swanson – Mental Strength Coach


How Mental Strength Affects SalesGregg Swanson – Mental Strength Coach


Take two compatible sales employees and compare their end results. One has a booming success rate while the other is struggling to perform. Where do you start to find the reason and how do you begin to take the right steps to correct this situation?


All of the computer testing in the world may not provide the answers you need, but a closer look at the mental strength of each individual just may. Great sales candidates may ace all of the written tests and have the knowledge that it takes, however, without the mental strength that is needed, the difference is like night and day.


Whether looking to hire new salespeople or offering advice to existing employees, understanding mental strength and putting it into action will bring positive results. Anyone with the right personality can gain the insight of mental strength with a willingness to learn. The transition may take longer for some, but the results for those with a desire to change can be tremendous.


Mental strength, mental toughness or mental resilience is often heard in the world of sports. There is little difference in using this same philosophy in sales. Defined as a measure of individual resilience and confidence that may predict success in sport, education and the workplace, taking steps to use this condition in having a top-notch sales team will hardly ever fail.


Applications and research now show that Mental Strength is directly and closely related with:• Performance – explains up to 25% of the variation in performance• Behavior – more engaged, more positive, more “can do”• Well-being – more contentment, better stress management, less bullying• Aspirations - more ambitious, prepared to manage more risk


The characteristics of the mentally tough begin with certain personality traits, but with proper training, almost anyone can change and achieve a certain degree of mental strength. There are four factors that are used in conforming to a mental state that is useful in the sales industry. They are called 'the four C's' and can be used to strengthen a person's ability to mold their mental toughness.


Modern research means that we now have:• The ability to define and describe Mental Strength and use it to understand why people perform.• The first psychometric measure which measures an individual’s Mental Strength – it is valid & reliable.• The creation of a Mental Strength Development program - parts of which are validated and parts of which are unique.The result is a complete package which has valuable applications in the social, health, educational and occupational worlds.


The 4C’s of Mental Strength • CONTROL• CHALLENGE• COMMITMENT• CONFIDENCE


CONTROLControl is one of the most valuable attributes of a mentally strong personality. Being able to manage your mood and extend that management to others sets the stage for a healthy relationship. It begins by feeling a sense of self-worth in your own life and having a positive 'can do' attitude. By managing you own mood, regardless of circumstances, contagiousness is passed on to the client.


COMMITMENTCommitment deals with hard work and being able to complete a task. This can be a difficult trait to obtain. Setting goals and seeing them through means that all obstacles must be met head on and worked through. Learning to understand what success is and what it takes to achieve, has to be in the forefront of your mind at all times.


CHALLENGEChallenge does not necessarily mean winning all the time. Good and bad results have to be expected from accepting risks, pushing beyond boundaries and embracing change. And if defeat occurs, as it sometimes will, the ability to learn from the situation will make the challenge worthwhile. Restructuring a sales approach by making mistakes can grow the next challenge into an even bigger anticipation of winning.


CONFIDENCEConfidence is obtained through believing in control, commitment and challenge. Self-confidence is almost always found in those that meet opportunity with gusto and are bold in changes and arguments. Believing that you will never have confidence must be tossed in the wind. The past is the past and the future is filled with new beginnings.


Steps in Developing Mental StrengthYou do not wake up one day and decide that the 4 Cs are going to be a part of your life. However, deciding that mental strength is the key in becoming the best in your field can move you forward to your destination.


Set Priority GoalsGoals are a must in the occupation of sales. To have an objective and to set future milestones creates the energy needed in keeping on course. This sets an end result to a challenge that must be met. Gradual ascension to tougher goals can lead to higher confidence and harder challenges.


Use Your Mind as a StageRehearse scenes in your mind of positive and negative results. Next, concentrate on failures. Look at your presentation, arguments that a client can make and how these can be restructured for a positive outcome.


Always Think Positive"A positive attitude causes a chain reaction of positive thoughts, events, and outcomes. It is a catalyst, and it sparks extraordinary results." This popular quotation from Wade Boggs gives reason to positive thinking. One positive thought can change an upcoming negative thought, plus pass it on to others.


Learn to Control AttentionMulti-tasking has no place in the world of sales. Strengthening your attention span on one item at a time leads to longer and better concentration. This can be practiced by shutting out all interruptions and keeping your mind focused on one area of importance at a time. Meditation is a good tool for learning how to concentrate and preparing for the upcoming day.


Rid that Anxiety Anxiety is a challenge that plagues many people. The worry of panic and fear at a critical moment can make anxiety appear. Go back to your mental rehearsal scene and see how detrimental this lack of control can have on you and others. Yoga offers helpful breathing techniques that are able to help conquer fear and the ultimate result of anxiety.


A Mentally Strong salesperson often carry these characteristics that set them apart:• Always delivers on promises.• Never gets unhappy or upset with failure, but learns from mistakes and sets out right away to change their approach.• Has a 'can do' attitude in all that is presented.• Holds a strong belief that delivery will be imminent, holding true to their ground.


The MTQ48The MTQ48 is the best place to begin to determine the current mindset of individuals. MTQ48 is a leading edge psychometric questionnaire measuring Mental Strength. It measures how individuals respond to stressors, pressure and challenges


Contact Me For more information about the MTQ48 and how it can help improve effectiveness in sales. Gregg [email protected]

mailto:[email protected]?subject=MTQ48

mailto:[email protected]?subject=MTQ48

how mental strength affects sales

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