In this Expert Insight Interview, Kaajal Shahani discusses what it means to have a sales mindset. Kaajal Shahani is an expert in buying and selling homes and a consultant on home-selling tactics.
This Expert Insight Interview discusses:
- Why a positive mental attitude is crucial
- How we allow ourselves to be affected by things that do not concern us
- The fact that salespeople can help dissuade fears
Back in the day, people didn’t really believe that having a positive mental attitude could change anything, but now it seems as if more people are tapping into how mindset is such a fundamental part of our success or lack thereof.
We’re bombarded with so much information these days. Coaches are becoming so much more commonplace in the sales world because we receive so much input from all sides. Whether it is the news, the market going up and down, the interest rates, etc. Buying a home is such an emotional decision that when it comes down to it, the salesperson’s mindset has to be very strong to be able to deal with it all.
We also allow ourselves to be affected by all of these things going on, rather than being a little bit more dispassionate and selective in the information we consume. The news has so much to do with this, which is why most coaches and mindset gurus say, “don’t pay attention to the news.”
But there’s a reason for all that, and it takes a toll on our collective mindset, especially for the past year and a half when all we heard was negative news.
Emotional Role of the Salesperson
Today, the news is not designed to inform you; it is intended to provoke a reaction. Therefore, if you’re reading the news, you’re consuming something intended to make you feel outraged and miserable while not making any real difference in your actual day-to-day life.
In the real-estate industry, every purchase is a hugely emotional undertaking, and our daily stress doesn’t help in the slightest. Thankfully, a good salesperson can dissuade these fears and help people feel more relaxed with the entire process.
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.