In this Expert Insight Interview, Nicole Laino discusses the psychology of sales and the mind-shift that will change the way you sell and your results. Nicole Laino uses neurolinguistic programming and rapid manifestation methods to help entrepreneurs create magnetic brand messages and break past their limiting beliefs to achieve life-changing success.
This Expert Insight Interview discusses:
- The psychology of sales and what it means
- Why it is crucial to adapt your mindset to focus on the ‘internal’ rather than the ‘external’
- How and why to upgrade your mind’s ‘operating system’
Psychology of Sales
When some people come into sales, they think that there is some magic recipe such as a perfect script or something similar. While there is a structure that people should be taught, it’s mostly about making sure that you’re bringing your psychology into the sale and understanding the psychology of the person you’re trying to reach.
You want to get past the surface levels needs and wants of both you and your prospect and reaching their internal problem so that you can help solve it. Think of yourself as an operating system that will experience bugs and glitches if it is not upgraded.
Internal vs. External Approach
Sometimes salespeople overlook that they have their own mindset and their own psychology. However, those are the only things that are totally within their control to change, enhance or adapt.
The psychology of sales is about what you bring to the process. It is about all of your experience, all of your beliefs, and all of your baggage. Sometimes our minds can get clouded, and we get too hung up on the ‘external,’ such as needing more prospects, instead of focusing on the ‘internal’ and adapting our mindsets.
Focusing on Yourself First
People, unfortunately, don’t seem to spend enough time figuring out their baggage and the triggers that can knock them off course. Therefore, success requires a significant amount of self-awareness.
Many people enroll in courses and hire coaches but end up disappointed because the method didn’t work. However, if they can recognize their internal problems and shortcomings, and decide to work on these first, all of the external tools suddenly begin to work. The truth is that the problem is not within the tool but within its operator.
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.