Original Article By Matt Hallett Mindset is everything when it comes to sales success. Our thoughts influence our beliefs. Beliefs influence our actions. Our actions impact our sales results. To help your sales team develop the right mindset, here are some principles on sales excellence… 1. To Open the Door to Opportunity…Don’t Sell Products. Sell the Problems You Solve. It’s not about the product. It’s all about the pain that your product can solve. Connect with your prospects by sharing stories about how you helped similar companies overcome their challenges, issues, and business problems. 2. What Sets the Best Salespeople Apart Is Not What They Sell…But Rather the Value They Create Through Delivering Insight. Top salespeople offer unique perspectives and educate their prospects on key business issues. They challenge their prospects’ assumptions. They create value by sharing ideas on how their prospects can increase revenue, reduce costs, or mitigate risk.…
