Only positive change comes from adding more resources.
If you want a mantra to live by, you can’t get much better than this Neuro-Linguistic Programming (NLP) presupposition about the human condition. So often we think of new strategies and new learnings as a burden: “Here comes another thing I have to figure out.” But in reality, your brain only has one response when you add a new strategy: it grows.
In Carol Dweck’s groundbreaking book Mindset, she defines two types of mental states: the growth mindset and the fixed mindset.
A fixed mindset believes in static programming. This is a helpless way of thinking; it believes there’s no way to improve or grow beyond where you are today. This is the voice telling you, “I’ve arrived. I know everything I need to know in order to be the best salesperson I can possibly be.” At that point, you’ve cut the line between your present self and your future self. You’ll never grow again.
The growth mindset, on the other hand, is focused on continual learning and improvement. It means constantly challenging self-programming by pushing the boundaries of what’s possible. And if that programming isn’t beneficial, it’s examined and then thrown away. It means seeing a new process as a chance to become better, not as another thing to throw onto the to-do list.
In my most recent book, The Mindset of a Sales Warrior, I dive even further into this idea. I find that the more I learn about selling, the more I realize how little I truly know. And you know what? That’s an invigorating thought for me. There’s so much left to learn, so many areas where I can still grow. That’s life fuel, not just for me, but for you as well.
“We train in times of peace so we don’t get bloody in war.”
Your mindset determines everything about you as a sales warrior, and your mindset comes from how you’ve been programmed to think. The good news is that you can change your programming. But first, you have to change your mindset, and that starts with a growth mindset.
One thing I know about sales warriors is that they have that authentic growth mindset. They’re surrounding themselves with development opportunities and people who will encourage that development. They challenge programming that holds them back from achieving more. And most importantly, they have reality thinking around how they’ve been programmed to think.
It’s easy to chase a growth mindset when it’s obvious you need to grow. But the most convenient lie salespeople tell themselves is that they don’t need to grow and improve because they’re already high producers. This is where it helps to see things like a Navy SEAL.
The SEALs, one of the most elite military units in the world, live by this mantra: “We train in times of peace so we don’t get bloody in war.”
I’ve seen too many sales careers end because they didn’t embody this message because they weren’t prepared for the next bad economy, the next slow sales month, the next company restructuring. One thing we know about the economy is that it’s cyclical and that on average it takes a nosedive every seven years or so. If you know that you’re at the apex of a booming economy, then you know that the downward fall is right around the corner.
There’s only one joy greater than the joy of success, and that’s the joy of growth. That’s because growth lasts longer. You can achieve your goal for the year, but on January 1, that goal resets. It’s old news. If you add a new strategy or a new selling resource, that improvement will last you the rest of your life. You can do it every day, regardless of the circumstances.
The joy of a growth mindset is your floatation device as a sales warrior. Use it, lean on it, love it.
Traditional Sales And Leadership Training Fails To Address The Real Problem!
You’ve tried training your team in the past, but it didn’t really work. The old style of training just doesn’t seem to work anymore. It’s no secret that sales and leadership training is essential, but it can be hard to find a training program that actually works. Most programs are outdated and are not focused on changing behavior.
FPG Sales Training is different. We don’t use the traditional approach of lecturing your team for hours on end. Instead, we help your team understand their mindset and give them the tools they need to succeed. We help them remove their excuses so they can finally achieve their goals. Book a Meeting today!
Jason Forrest has disrupted the sales training industry by creating the first training program that changes behavior. This is done through 1) teaching tactical real-world processes; 2) the language of persuasion, 3) removing the mental leashes that hold people back, and 4) through a program-based training approach. This philosophy is what led his Warrior Selling® and Leadership Sales Coaching programs to be ranked in the top 2 of the World’s Top Sales Development Programs, by Global Gurus. His provocative style of speaking his truth ranks him at number 5 on the Global Sales Guru list.
Jason is a Master Practitioner in Neuro-Linguistic Programming, the science of influence and behavioral change. He is also a Practitioner in Accelerated Evolution, the psychology of removing fear in high performers.