In this Expert Insight Interview, Ryann Dowdy discusses mindset, more specifically sales mindset. Ryann Dowdy is the CEO and co-founder of Social Sellers Academy, and she hosts the Daily Sales on Demand for CEOs podcast.
This Expert Insight Interview discusses:
- What it means to have a sales mindset
- Thinking of salespeople as problem-solvers
- How to be enthusiastic about your product
People throw the word “mindset” around a lot and sometimes they don’t really have a good definition of what a good mindset actually is. For Ryann, the sales mindset is about the way we show up as salespeople.
Frequently, with sales professionals, she sees this idea that selling is something they do “to” someone, or that their role is perhaps not as important as that of people with the money. The sales mindset, therefore, is the mindset that, as a sales professional, you actually are the one with the power to solve problems.
Rather than being worried about being perceived as too money-hungry, or focused on making a sale, salespeople should understand that they are important business people who help people get specific results and solve specific problems. A good salesperson should believe that everybody should want to have a conversation with them.
When having a conversation with a prospect, you should feel like you’re doing them a favor for introducing them to this solution to their problems, rather than feeling like they are doing you a favor for listening to your pitch.
Trust in your Product
The easiest way to accomplish this is to be 100% confident in the product or service that you’re trying to sell. Let’s face it; if you’re not enthusiastic about whatever it is you’re selling or representing, why would your prospects get excited about it?
This seems to be the “missing link” for so many people — if you’re able to talk enthusiastically about what you do, people will be interested. Often it is not about what you say, but rather about your energy and how you show up.
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.