In general, people who choose to work in sales have been through a selection process to identify competencies and the individual has a realistic understanding of the sales role, responsibilities, and challenges.

When starting a sales career, sales training plays a critical role. Any good sales training program usually focuses on three key areas: technique, process, and product. Layered over these are marketing components that address networking, prospecting and promotion. Together they form the technical components of sales training.

The technical learning described above is not difficult, but it takes several years to master them, with practice and repetition. 
Product knowledge may be the exception as product can be complex. The topics have been studied and presented over many years. They have evolved and adapted but there have been few changes to the fundamental concepts of selling. Perhaps the last major change was the shift to needs based selling and the impact of a more informed consumer due to greater access to information on the Internet.

So then has the art of selling been perfected?

Perhaps, but some say it’s all for naught if you haven’t first tackled the way you think!

In fact my experience suggests that how think should be an “up front” consideration.

Before getting on the road to technical development, there are real advantages to individuals and their organizations if both appreciated the impact effective thinking has on learning.  Imagine an individual who is negative, pessimistic, lacks self-esteem, and  procrastinates. Compare that person to a positive, self-starting optimist who is full of confidence and believes in himself or herself.

How you think, or your mindset, sets the tone for what follows in your career. It sets the tone for how you learn, how you interact with peers as well as prospects and clients.

In the perfect world, we would only hire those with a positive and optimistic attitude. We attempt to avoid recruiting those with a negative mindset, who don’t have a strong self-belief, and who are not achievement oriented. In reality, we meet individuals all along the spectrum, and individuals change with time and experiences.

The good news is someone with a negative or neutral mindset can learn to be an effective thinker. In fact, even those with a positive mindset can find ways to improve.

If one consciously understands their personal thinking style, and is able to recognize such things as negative self-talk and counter-productive behaviors, they are well on the way to affecting their mindset.  Similar to learning, practice and repetition will enable and adjust the thought process. In time, the conscious re-framing, positive self-talk, and awareness becomes the new mindset.

Imagine the impact a positive mindset can have during the training event. The outcome can be significant. This permits an organization to better leverage its training investment – and ultimately the individual benefits from increased likelihood of personal success.

“The will to win, the desire to succeed, the urge to reach your full potential… these are the keys that will unlock the door to personal excellence.” – Confucius

You can create significant success even if you are starting from scratch -its achievable and hundreds of people have already done it.

You must believe in yourself and commit to taking control of your own destiny. You can use these suggestions to create a stronger work ethic and a more positive self-image.

The key is to believe in yourself and start taking action today!

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