How Professional Athletes Train Their Minds & What Sales Pros Can Learn

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PROFESSIONAL ATHLETES TRAIN THEIR BRAINS FOR PEAK PERFORMANCE & HOW SALES PROS CAN TOOExploring Mindfulness Strategies To Close More CustomersJordan Benjamin Senior Partner Strategist,Yoga Instructor, Sports Fanatic@JBenj09

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1. Why Are We Here?

2. My Story

3. What Sales Pros & Pro Athletes Have in Common

4. How Do Professional Athletes Train their Brain?

5. Recap

WHAT ARE WE GOING TO COVER?

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1 WHY ARE WE HERE?

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Sales Is An Incredibly Challenging Profession

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Sales Training Tactics & Methodologies• SPIN Selling• Challenger Sale• Sandler Training• Jill Konrath- SNAP Selling• Value Based Selling• Conceptual Selling• CustomerCentric Selling• Consultative Selling• Target Account Selling• MEDDIC• Strategic Selling• Ben Franklin Close• 1-10 Close• Question Asking

• Closing• LAER• Sharp Angle Close• Ben Franklin Close• The Porcupine• Role Play• Call Reviews• Level With Me• Direct Close• Active Listening• Carnegie Selling• Action Selling• Brian Tracy• Tony Robbins

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Show of Hands:Who Coaches a Team?

Who is an Individual Leader?

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2 MY STORY

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I Don’t Know Shit

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3 WHAT ATHLETES & SELLERS HAVE IN COMMON

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1. Perform at our best

2. Competing

3. Need to bounce back, be resilient

4. Be in the moment

5. Aware

6. Focus

7. Clarity in our decisions

8. Team

9. PROFESSIONALS

What Traits & Skills Do We Share?

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AttunementBuoyancy

Clarity

To Sell Is HumanBy: Daniel Pink

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4 HOW ATHLETES TRAIN THEIR BRAIN

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COACHING PHILOSOPHIES

TO PRIME TEAMS FOR SUCCESS

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Do Your Job

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Next Play

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Do YOUR Best

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Be Present

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“Stoicism is the distinction between what you can control and what you can’t,” Holiday said. “That’s probably the hardest idea of pro sports—that you have to detach yourself from the results and focus exclusively on what you do and do it well. You can’t get mad about missing the shot, or losing a game, or calls that went against you. You have to focus on what you were supposed to do and whether you did it right.” – Ryan Holiday – The Obstacle Is The Way- Sports Illustrated

Stoicism

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1. Tough Day, Week, Month, Quarter

2. Not enough leads from marketing

3. Prospects don’t want to buy

4. Product isn’t good

5. No Sales Training/Process

6. Bad Territory

7. Cheaper Competition

8. Economy

9. We’ve talked to them before

How Can Sellers Use This?

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TACTICS USED BY PLAYERS

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Douglas told ESPN in June that she visualizes each routine before it happens to mentally prepare herself to deliver a perfect performance. When trying out for the 2012 Olympic team, Douglas said “I visualized the floor set I wanted to do, and then I went out and hit the best floor routine of my life. It proved to me just how powerful my mind can be.”

Visualization

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• Charles Duhigg- The Most successful people build mental models in advance- set

the brain to be pre-wired for success

• Call Prep

• Walk through the questions you want to ask

• Anticipate potential answers and responses

• Be aware of potential challenges

• Mentally go through your demonstration

• Visualize the outcome of the meeting- Handshake, Next meeting set, Signed

agreement, Clear next steps

• Before your day starts- Visualize the meetings you will have

How Can Sellers Use Visualization?

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Resiliency – Buoyancy – Bounce Back

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1. Search for No’s

2. Not Win or Lose à Win or Learn

3. What can I learn from this? Learning happens with resistance and tough times

4. Find the small things you can appreciate/be grateful for

5. What can you control?

6. Do Your Best

7. The obstacle is the way

8. “Just Breathe”- Coco Crisp

How Do We Stay Buoyant?

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The Mindful Athlete

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1. Increased Concentration- 16% point increase on GRE Scores

2. Reduced depression, anxiety & stress –MBSR

3. Decreased Blood Pressure

4. Reduce pain intensity by 40%

5. Improved Neuroplasticity

6. Increased Gray Matter in the brain w/ 40 mins of meditation per day

7. Slow down aging of the brain

Benefits of Meditation

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SHOW OF HANDS:WHO HERE HAS

MEDITATED IN THE PAST?

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Meditation for Emotional Intelligence- Attunement

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FOCUS

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Clarity

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“Our Routine- Yoga, Meditation & Visualization”

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CLOSE YOUR EYES

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1. Resources for People to Explore on their own (Books, Apps, etc.)

2. Start meetings with 1 minute of silence

3. Remove distractions from meetings (no computer, phone, etc)

4. Bring in a coach to work with the team

5. Build a routine

6. 1 Breath before a call, 1 Breath after

7. Offer a designated quiet space in the office

Integrating Mindfulness At The Office

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5 RECAP

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1. Train Your Brain

2. Be Stoic- What Can You Control RIGHT NOW?

3. Next Play

4. Do Your Best / Do Your Job

5. Visualize Success & Go After It

6. Buoyancy

7. Use Mindfulness- Attunement/EQ, Clarity, Focus, Be Present

8. And By The Way- It can help you at home and outside of work too J

Use Mindfulness To Move to The Next Level

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THANK YOU.

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Q & AJordan Benjamin

Jbenjamin@HubSpot.com@Jbenj09