Sales skills training gives you common knowledge. Sales Mindset development takes that common knowledge and gives you common practice!
The way the people in your team think is vital to their wellbeing as well as their success…and for yours too!
Think about all those frustrating conversations you’ve had, going over the same thing with the same salesperson who just isn’t getting it…despite you having gone over it time and time again.
This isn’t down to skill. They know HOW to do it…they just aren’t doing it!
It’s down to their thinking…and that’s where TFAR comes into play.
What is the TFAR effect?
Thoughts create Feelings
Which then influence the Actions taken
These Actions deliver the Results you get!
Skills training focuses on Actions and Results.
No matter how good the training is…it only addresses 2 elements of sales development. If any of your sales team have any negative thoughts or feelings about a sales activity, approach or technique, this will override their skills knowledge and ability to do what they already know. If they do attempt it because they know they have to…they will either do it half-heartedly or make excuses in order to avoid it all together.
The scariest bit about all of this is that the salesperson doesn’t even realise why they feel these negative feelings towards a specific action because the trigger for their negative feeling is a negative thought which is very often unconscious.
The only way to address this is to incorporate the mindset piece…Thoughts and Feelings in their development. Giving your sales team the mindset skills to firstly identify these inner barriers in themselves and secondly the strategies to overcome them is a crucial element for their continued growth.
The good news is that the TFAR effect works the opposite way too. If you have a positive thought, you’ll have positive feelings, which leads to better actions, which then creates better results.
So how do you change a negative trigger thought?
Here’s a video that shows you exactly how to do it…
How your thoughts impact your results
Share this with your team and refer to it often.
Sales Mindset really is the only way to create long-term wellbeing and sales success.
Until next time,
