How to Develop a Growth Mindset in Sales
“In one world, effort is a bad thing. It, like failure, means you’re not smart or talented. If you were, you wouldn’t need effort. In the other world, effort is what makes you smart or talented. You have a choice. Mindsets are just beliefs. They’re powerful beliefs.” –Carol Dweck, Mind-set: Changing the Way You think to Fulfil Your Potential
What if I told you that you could achieve your sales goals through effort in mindset development?
What is a growth mindset?
According to world-renowned Stanford University psychologist, Carol Dweck, a growth mind-set is just as the name suggests: The ability to channel your beliefs and turn them into reality.
Dweck explains that people with a “fixed mindset” do not know how to handle challenges, while people with a growth mindset thrive on challenges.
A great example is that of actor Christopher Reeve. In 1995, a tragic horse accident left him paralysed from the neck down. Doctors told him, “We’re sorry, there’s nothing we can do.”
Reeve, however, did not accept this fate. He started a therapy program that helped to move his body through electrical stimulation, but more than that, he always believed that he would be able to walk again.
After five years, he regained the ability to move his body. Doctors were astounded – and so began the research into the possibilities of growth-mind development.
Now begs the question, if our mindset has the ability to help us heal, how much more can it do?
Dweck continued to pursue more case studies and found each time that people with a growth mindset achieved their goals.
Whether in their career, relationships or personal life, those with a growth mindset consistently proved that nothing was impossible.
How to move away from a fixed mindset and develop a growth mindset?
People with a fixed mindset believe that talent is the end-all and be-all of success. They believe if they don’t have the skill for it, they are not going to achieve what they want to achieve.
People with a growth mindset, however, believe that they can achieve anything if they put their mind to it. As long as they work hard, it is theirs for the taking.
To develop this kind of mindset, you will go through five steps:
Step 1: Understand that you’re not perfect
You may not be the best at cold-calling, but that’s okay. There are many successful salespeople who struggle with that.
The best thing you can do is to accept your weaknesses and work around them. If you’re not good on the phone, how about hiring a telesales agent?
Step 2: Work harder than the rest
“Hard work beats talent when talent fails to work hard.”- Tim Notke
This quote proves true in sales. You may outsell talented people if you work hard. When others spend two hours calling prospects, take it up a notch and spend three hours.
When others don’t follow up on their prospects, send yours a nice message on their birthday. All these little extras, when added, will lead you to success in sales.
Step 3: See failure as an opportunity for learning
People with a fixed mindset immediately get defeated with failure, but those with a growth mindset see failure as an opportunity for learning.
Replace the word “failure” with “learning” in your daily language and watch how your mindset starts to change.
Step 4: Value progression over the end-result
As long as you keep trying, keep working and keep learning, there is no way you can remain at point zero.
Each step you take towards your goals is something to value. Yes, you have sales targets to reach, but you won’t reach them by feeling defeated when you fail.
Rather celebrate every step you make towards an end goal. For example, if you didn’t make a sale but the prospect accepted to have a second meeting, celebrate the fact that you have another chance to pitch your product.
Step 5: Learn from others
To overcome your weaknesses, you have to learn how others do it. Is there someone in your niche that does it better? Find out how and apply it to your own strategy!
Finally, in his book “The Compound Effect”, Darren Hardy explains that success does not come overnight as many of us are lead to believe. Success comes with consistent hard work and determination.
You may be doing all you can and still see no quantifiable results in sales, but as long as you’re building good, positive habits it will pay off in due time.
Improve your mindset with SnappSales today, book a coaching session with us.