In this Expert Insight Interview, Jason Forrest discusses his book The Mindset of a Sales Warrior. Jason Forrest is the CEO at FPG, a leading authority in culture change programs, and an expert at creating high-performance, high-profit, Best Place to Work cultures.
This Expert Insight Interview discusses:
- The Mindset of a Sales Warrior
- Leashes and internal blocks that hold us back
- The way self-image affects how salespeople approach prospects
The Mindset of a Sales Warrior
Jason Forrest’s book The Mindset of a Sales Warrior: Unleash Your Mind, Become a Sales Warrior, and Earn What You’re Truly Worth, started from a belief system that he’s had for a long time, which is that you can teach a person what they need to know to be successful, but nothing guarantees that they’ll execute them.
The thing that stops people from executing the knowledge they’re taught is the various leashes they encounter along the way. Jason identifies four types of leashes: self-image, stories, reluctances, and rules.
The key to Jason Forrest’s success in teaching people how to be successful sales warriors lies in teaching them about these leashes that hold them back from executing what they’ve been taught.
The fact of the matter is that you can give a person all the tools in the world and teach them all the knowledge there is to know in their field, but if they have internal blocks holding them back, they’re always going to bump into them no matter what you do.
Self-Image and Removing Internal Barriers
A great question to ask yourself at any moment in time is, “What is stopping me from doing what I want to do?” This is where the leashes come up, which you need to remove and address because it isn’t really about the tactics, but about how you execute said tactics and strategies.
We know that a lot of people “default” into the career. It is the first thing that many people do out of college, regardless of what they studied. Unfortunately, this leads to many people almost apologizing for the profession that they’re in, and their self-image impacts how they approach people.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.