Changing The Sales Mindset

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Changing The Sales Mindset

Creating a competitive advantage with a new approach to selling

Momentum Services LLC

Copyright © 2009 Momentum Services LLC 2

AgendaSales successTraditional sales approach

DefinitionLimitations

A new approach – The Business ResourceImplementation ideas


Measuring SuccessWhat is a salesperson’s job?

A salesperson’s job is to create and maintain profitable business for their company.


Achieving SuccessWhat is a salesperson’s key job activity?

A salesperson’s key activity is to have effective customer interactions (meetings).


Customer MeetingsMeetings effect the trajectory of the sales process

Productive meetings create new opportunities or advance a sales effortUnproductive meetings are neutral or cause a sales effort to go backwards

Your success as a salesperson is directly related to your ability to have effective meetings

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1.“…master the ability tocommunicate information.”

2.“…build relationships.”

3.“…focus on closing the sale.”

4.“…understand the customer’sneeds.”

5.“…find the decision-maker.”

The Traditional SalesMindset:

“ In order for me to succeedin sales, I have to…”

6.“…be responsive.”


The “Traditional Sales” Mindset Believes…

Customer relationships are “master-servant”It’s about the “pitch”Customer interactions focus on the transaction (words used: information, needs, solutions, proposals, quotes etc.).“Salespeople are born, not made”In the end, “Sales is a numbers game”


Rethinking Our Approach

The Business Resource Mindset

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1.“…master the ability tounderstand the customer’s world.”

(Seek Mode)2.“…build ‘business peer’

relationships.”

3.“…focus on advancing the sale!”

4.“…understand the customer’sbusiness.”

5.“…be organizationally savvy.”

6.“…respond according to potentialreturn.”

1.“…master the ability tocommunicate information.”

(Tell Mode)

2.“…build relationships.”

3.“…focus on closing the sale.”

4.“…understand the customer’sneeds.”

5.“…find the decision-maker.”

The Traditional SalesMindset:


The Business ResourceMindset:


6.“…be responsive.”


Results of Business Resource MindsetA Business Resource salesperson…

Is perceived differentlyKnows more about their customer and how they operateIs able to strategically leverage these advantages to get more business…quicker…at higher profit margins


Becoming A Business ResourceRecalibrate your approach…Mindset

“You’ve gotta believe!”Words matter!

The language you use everyday must change forever.

Take control of your interactionsDevelop planning and language skills


Where Do I Start?Words

A few language changes can make a big difference

Some common Business Resource language changes

Ending “Master-Servant” languageSeeking greater understanding


“Master-Servant” to “Business Peer”Changing your language in the following situations:

Greeting and/or closing a meetingResponse to requests


Greetings and ClosingsAvoid the following phrases:

“I know you’re busy”“I appreciate/thank you for your time”“I’ll let you get back to work”

Use these phrases instead:“I’ve been looking forward to our meeting…”“Thank you, this was a good meeting…”“I’m glad our schedules/calendars could match/connect”


Responding To RequestsBe sure to respond according to potential return…

Take the time to understand the situation before committing resourcesCustomer is usually far more open with information early in the process

Over-responding can be perceived as desperation


Responding To RequestsLanguage to use…

“This opportunity sounds like something we’d really be interested in, however before I commit resources I’d like to spend 15-30 minutes on the phone so I can get my arms around this project. I feel the better I understand the big picture the more value I might be able to bring…does that make sense?


Seeking Greater UnderstandingThe Business Resource mindset promotes understanding the customer’s business, rather than simply defining “needs” or looking for “pain”.

Asking questions to understand the customer’s world sets the BR apart from other salespeopleBetter understanding allows for proactive anticipation of needs, rather than reacting to the customer’s request.Goal is to position ourselves earlier in the buying cycle…“Selling to the left”.


Typical “Relationship” MeetingMeeting in-between projects usually looks like this…

“How’s it going? Any projects for us to bid on?”Instead, try this…

“I’d like to take a step back and understand your bigger picture business issues. The more I know about your business, the more value I can bring to you.”


Advanced LearningKnowledge calls“Contracting” language

The words and phrases a salesperson uses to gain ‘permission’ to go in a certain direction or drill to a certain depth at the start of and during any interactionAbout 70% of learning Business Resource selling

3-6 months to gain competency1-2 years to master


Next StepsDevelop contracting language and meeting management skills for all situationsEstablish account planning, analysis and coaching methodology with managementApply strategy framework (BRASS™)


For more information, contact…David Wacker, Momentum Services LLC

Ph: 262-305-0385E-mail: [email protected]: www.momentum-services.com

mailto:[email protected]