Sales Mindset - The Way Top Performers Think
Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting": salesinsightslab.com/training/
KEY MOMENTS:
0:50 1. I am a peer.
2:03 2. I don’t need this.
2:50 3. I bring value.
3:40 4. They need me.
4:40 5. I help my buyers.
5:41 6. I deserve success.
6:48 7. Rejection is part of the process.
8:22 8. No is okay.
10:18 9. I know my why.
1. I am a peer.
Top performers see themselves as peers-as equals-to their prospects. You must see yourself as their peer. At the end of the day, you’re both just two human beings who put their pants on one leg at a time. As soon as you start to think of yourself as somehow below or inferior to your prospect, the relationship becomes imbalanced. You are a peer.
2. I don’t need this.
What you'll notice about average and lower performing salespeople is that they go into every sales situation like they need to close it. And the prospect immediately feels that. So top performers in their head are thinking, I don't need the sale. Even if they actually do need the sale, or they really want to close the sale, they don't need it.
3. I bring value.
Top performers recognize that they are bringing value to the personal and professional lives of those that they sell to. That's one of the most important things that we must know, if we feel like we're tricking people into buying from us, well, we're going to be selling in a way that feels dirty. We must recognize that we bring real value to the lives of people that we sell to and that buy from us.
4. They need me.
We need to recognize that we are selling to prospects who have a particular set of challenges. And we through our offering can help them solve those challenges. So really the prospects that we sell to who are really good fits need us.
5. I help my buyers.
You are helping the people that buy from you. It's not about tricking anyone into buying or having that perfect line to get them to buy. It's about, hey, if there's real inherent value and we're having conversations to determine whether there's a fit, you know what? There is real value here. And I am helping the lives of the people that do business with me.
6. I deserve success.
We must think to ourselves: I deserve success. If you don't believe that, then you are in trouble. You've got to get there. At first, you can start to kind of fake it till you make it, but you have to work on that to really understand you deserve success, because I see it over and over again, all of this self sabotage along the way.
7. Rejection is part of the process.
Rejection is just a part of selling. In fact, it's a part of life. Rejection is simply a part of the process. And one thing that I've found about some of the most successful people in the world is that they get rejected a lot more than the average person, because most people want to live very well within their comfort zone to avoid that pain that comes with rejection.
8. No is okay.
Making no an okay outcome means you're taking all of the pressure off of that selling situation, because when you're putting lots of pressure on your prospects to say yes, they're much more likely not to say yes or to say no, but to do some version of, "oh, this is great". "Let me get back to you". "Let me think about it". They're going to give you that maybe, but in their head, they're thinking this isn't a fit. I want to move on. I just want to end this conversation. But most salespeople get so upset with a no that they're putting this pressure on the prospect to just basically get them to think it over. No is okay.
9. I know my why.
Top performing salespeople know exactly why they do what they do. We must be crystal clear on why we do everything professionally, because at the end of the day, that's why we do this thing called work. If we didn't have to work, if we were all just had billions of dollars in the bank account, a lot of us probably wouldn't work.
Пікірлер: 79
Be sure to register for my free training on, "The 7-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting" salesinsightslab.com/training/
@JoeyCNote
3 ай бұрын
Okay!
Mindset is the KEY to anything you want to achieve and it's the KEY to anybody you want to BE!!! it took me sooooo long to understand this, but if in my mind I'm not successful, that's the result I will get. If, on the other hand, I have a mindset that I'm a successful coach, serving amazing clients, that's when clients roll in. What you think in your mind, YOU WILL CREATE!
I've realised few things I'm naturally doing it and your knowledge made me more confident.
This dude is the GOAT! I'm just an appt setter but plan to maybe transition one day into the sales position at my company. Everything he says reminds me of the top performers in another organization I worked with, for quite some time. Masterful🥇😎🗣️
@eugenefernandez6532
Жыл бұрын
I need help setting appointments. Do you do side jobs?
@Healthy_Means
Жыл бұрын
Yes, what is your field of work?
@eugenefernandez6532
Жыл бұрын
@@Healthy_Means janitorial business
@Healthy_Means
Жыл бұрын
@@eugenefernandez6532 How do you set appointments for this field?
@eugenefernandez6532
Жыл бұрын
I call over the phone and offer free estimate and just pass by when I get a chance. I get a name and basic information. Nothing to formal
I absolutely love your excellent insight! I own a commercial cleaning business and I need so much more success. I am a great STARTER but I seem to sabotage myself. My subconscious mind oftentimes fights me. I appreciate your insight and wisdom...and your prayers as well. In Jesus mighty name, I deserve success. My Father in heaven loves me and desires me to be successful. Thank you for agreeing with me in prayer. Massive blessings and prosperity are NOW on their way to me!!
Nice sharing very informative
A top performer doesn't need to close every sale because he or she already knows the range of how much he or she is going to sell on average and after a few months on a job, figures out his or her closing rate. Not only that but, over time, a top performer is going to be taking notes on anything that he or she may have missed in the sale that didn't close. He or she analyzes what could have been or should have been constantly and learns from past mistakes. Thus, that closing rate increases also!
This Guy’s a RoCkStar!!!! Excellent work from you Mark!!
@SalesInsightsLab
Жыл бұрын
Thank you
I love your content! I watch your videos when I'm hitting a slump selling software
A lotta wisdom in this video, Mark.
Finally someone in sales I can relate to. Just genuine
You really have some great points in this video, thank you!
Love love love this!!!! ❤️
You're the best Mark.
It is Gold all your videos. I am new in sales I got a couple of months into it and I found your KZread. And I am going to the top working hard and learnings all I can. Thanks you very much
One of the best videos Mark has ever made. It’s all in the mind. Way to go man!!!!!
@SalesInsightsLab
Жыл бұрын
I appreciate it.
Marc is the best here! I have been following Insight Lab for over 3 years and my team is one of the best-selling teams in our company Porch .. Thanks for everything you do for us... I wish you can join our team for 10 minutes if possible and just give some tips.. Thanks for everything you do Marc..
This video is straight forward and very helpful
Excelent video!!! 👏👏👏👏
Excellent video. Thanks so much. I'm new to this but am determined to get it right. High quality content and videos. Thanks 👍
I can relate on some scenarios and thanks for the additional ideas! 🙌🏼
Perfect 👍🏻 and very helpful 🙏🏻
Thank you so much. Learnt a lot to help scaling my business.
@SalesInsightsLab
Жыл бұрын
Thanks for watching.
Excellent principles Mark. Excellent advice as usual! 😄
@SalesInsightsLab
Жыл бұрын
Thanks, James!
Great video helpful 👍
Such good wisdom!
this is very good advices. very helpfull and true
I like your videos very much!
GREAT stuff
great video, great points. mindset is 99% of success!
Thank you for your video. It helps me a lot even though I am inthe sales force for 30 yesrs
Great content!
love ur video, great help
@SalesInsightsLab
Жыл бұрын
Glad it helped!
Thank You for your guide
@SalesInsightsLab
Жыл бұрын
My pleasure.
Great vid!
@SalesInsightsLab
Жыл бұрын
Thanks
Keep it up
Great training really, sir really valuable content... Please do sales role play also
@SalesInsightsLab
Жыл бұрын
Thank you for the suggestion, Areeb!
Thanks
Nice… I think i get it now.😊😊😊
If our mindset doesn't prepare for success, we are like deserts that have no capability to grow. Even the best techniques come to our mind
lovely
I am agreed 👍
I hate when a customer don't say no 😂 I am not expecting Yes always but just say no atleast 😅 09:47
Hey i hope you answer my question, do you think i can learn high ticket closing without a mentor considering i don't have the money. And if yes i can where do you think i can learn it
@AZReal707
Жыл бұрын
I'm in the same boat just work hard study hard on the product you are selling in my case solar and when I hit a wall or start getting tired of learning one thing I look into another such as conversation skills and week words and videos like this to remind myself I am not a robot I am only human and have alot of things to work on but I still deserve good things and success
@AZReal707
Жыл бұрын
Just keep pushing yourself and don't give up
Started sales 1 month ago, and learned that I have the right voice, tone for it… but was stuck in a customer service mind set.
@TattsnGuns
7 ай бұрын
I love that differential concept
Cool
The issue I'm having is some clients think I'm NICE and have LOTS OF INFORMATION that is valuable, yet they think the opposing people we have to work with are above me. I've rehabbed 5 properties of my own. Flipped 2 and kept 2 as rentals and I live in one, I help other people buy below market on messed up properties so they have equity when they close. Yet... they'll say, YOU DON'T LOOK LIKE YOU CAN DO IT. Or, they keep repeating that the FSBO developer does this all the time. I DO THIS ALL DAY EVERY DAY. So what is the real issue and how do I address it and correct it?
@johnnywalker4857
Жыл бұрын
They're waiting for you to close them. They want to be lead down a path. Gotta control the conversation by asking questions (the right questions) to get the info you need to qualify and close them. When you don't do that, they start thinking about and comparing you to the 'FSBO developer' who leads them down a path and closes them. Do not info vomit, close them. Get the info you need to make sure they fit and lead them down that path and close them. It's a state of mind, a knowing. Go get it.
@jillstostad4976
6 ай бұрын
I agree with Johnny Walker. Keep listening to Marc as he has tips that can help with this, then test the client's pulse periodically when visiting with them, and then "does this sound good to you?" and "yes," "ok, here's the next steps" and line it up for them. Imagine it's like basketball and each step in process is a goal, you're flipping baskets to get them to pre-qualify, then sign a contract (call it a purchase-agreement). You're a realtor, you have so much more power than the fsbo, you have the mls system, you have a lot of things they don't, and you have a license and are regulated, having more to put forward to earn trust.
@user-zr5yr8hb8j
7 күн бұрын
I See Iam Young Self Improvement Coach and Becous Iam Young The thing The Same Thing so You need To Fallow This System "Action Speeak Louder Thene Words Is You Hade a Couple Customers Before Or Your Having One Now Tell them The Send You a Testimony That You Helped Them Archive X In The Amount Time Or ask For Feedback Sometimes We Think We Are Good But We are More Bad Thene We Think So Develop Develope and Learn untilled Your so Good You Can Give Realy Good Value i Wich This Helped Or any One else Becous I Just Saw That you Posted This 1 Year a Goo and It Will Not Help Now 😂 But Good Luck To any One Reading This
should have rephrased the "I don't need this' to "I am willing to walk away from deal if it's not perfect"
💗💗💗💗💗💗💗💗💗💗
Anyone ever tell you your voice sounds a lot like Tony Robbins?
Hello Brother Marc Wayshak in the past you talked about Market Insights & Business Insights but i still don't understand yet, please help me to understand more about Market Insights & Business Insights when we are talking to the prospect in Life Insurance Business. Hello Brother Marc Wayshak please do Live Dramatic Demonstration about Market Insights & Business Insights when you are selling Life Insurance Products like Estate Planning / Life Insurance, Wellness Planning (Health Insurance + Critical Illness Insurance), Child Education Planning & Retirement Planning to the prospect . I'm looking forward to hearing from you soon Thanks Brother Marc Wayshak 🙏
@jillstostad4976
6 ай бұрын
Marc is B2B, if you're trying to sell to an individual it's different. Try Roger Short at Life Insurance Academy for one-on-one Life Insurance. He is good like Marc is.
acquire sales strategy knowledge  acquire sales strategy knowledge🇧🇷🇧🇷 
Sales Mindset - The Way Top Performers Think I am a Peer I don't need this individual sale I bring Value "most important" They need me I help my buyers I Deserve Success Rejection is part of the Process No is Okay outcome I know My Why
Its not sales its customer care strategies guys sales is sales every calls matter every dollars matters we should not give up on any call dont take ( no ) if you start taking no of every sales then you are not sales person your aim is to close the deal now and just right now dont take any excuses put the pressure on clints mind so he should buy on the same time.
WHO CARES?