5 Sales Mindsets to Ditch in 2018

By Jeff Shore

In my last post I wrote about five sales mindsets that would be powerful to develop in 2018. You can read that post here.

But with the good comes the bad. If we are to develop strong mental habits, we must simultaneously ditch the negative mindsets that hold us back.

Use this as a checklist for your own mental state. Where can you leave behind that “stinkin’ thinkin’” in order to make 2018 your best year ever?

Here are 5 negative mindsets that you should ditch:

1. “I’m not the #1 performer.”

It’s possible that you aren’t the #1 sales rep (yet!), but when you tell yourself the story that you don’t deserve the position of #1 performer, you end up cementing a stature of mediocrity. It’s not about the ranking; it’s about the potential.

Try this instead: “I have what it takes to have the #1 performer position on this team.”

2. “I am not a closer.”

We have the power to choose our own limitations, agreed? Doesn’t that also mean we have the power to choose to break through those limitations? The critical truth is this: your actions and behaviors will always show the way you see yourself. It’s time to reprogram your mind.

Try this instead: “I ask closing questions as a part of the service I provide to my customers, and I never force them to ask permission to buy from me.”

3. “I know what I need to know to do this job.”

Let’s suppose that on this very day the statement above is true. (It’s not, by the way.) Even if the statement is true today, it will be false tomorrow. The world is changing around you, and top performers are constantly staying ahead of that change curve.

Try this instead: “I am more valuable to my customer and to my company when I am pushing myself to learn and grow.”

4. “I wouldn’t buy/own my product.”

How do I say this sensitively? Ah, screw it – I’m just going to blurt it out: this is a selfish point of view. It doesn’t matter whether your product fits you. It only matters whether it is the right solution for your customer.

Try this instead: “My product provides a valuable solution for the customers I regularly talk to.”

5. “My customers are often a pain in the neck.”

Would you complain about the attitudes and nastiness of someone whose loved one had recently passed away? Probably not. The fact is that stress changes us, and not always in good ways. That negative attitude is a plea for help, and the emotionally intelligent salesperson understands that.

Try this instead: “My customer needs someone who is willing to look past the attitude and look into solving his/her problem.

The bottom line: you can write your own mental scripts. Why not write the kinds of scripts that will help you to change someone’s world?


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.