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TV Expert Interviews / Motivating Sales Teams / Jun 21, 2019 / Posted by Tom Abbott / 3445

Mindset For Selling Success


Creating Confident Salespeople

Tom Abbott, founder of The Sales Optimisation Company, speaker, consultant, and author helps companies build high-performance sales teams through training on his 7 pillars and 29 strategies for selling success. In this interview, Tom talks about the importance of discipline as well as mindset for selling success.

This Sales Expert Interview covers:

Why is a mindset for selling success so important and how do I fortify it?

  • Sales is probably the one job where you face rejection the most so you must have resilience.
  • The mindset is going to separate you from everyone else. Tom talks about the importance of disassociating yourself from the product you’re selling.

How to have a mindset for selling success

  • Draw upon past success. It can serve you in the present. It doesn’t just have to be a success as it relates to sales.

The confident competent infinite loop

  • As you get good at things, your confidence levels go up. Tom talks about what happens next.
  • Understand what you’re doing to contribute towards your success.
  • You need the people skills as well as the process skills.


  • This is part of the mindset for selling success. You have to have the discipline to follow the sales process.
  • There are a lot of aspects of our jobs we don’t necessarily love. You have to love the other parts enough to make the less exciting parts worthwhile.


  • First, recognize when you’re in a slump. Then ask why. It’s usually either external or internal or both.
  • The more you learn the more you earn.
  • There are no excuses to not learn more about your job role and improve.
  • Tom explains the difference between winners and whiners.

Our Host

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.

About Author

Tom Abbott is an international sales expert and keynote speaker who trains and coaches businesses on building high-performance sales teams. He is the author of ’The SOHO Solution’, ‘Social Selling’, and ‘The Selling Solution’(forthcoming).


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