Bill Cole joins me on the Salesman podcast to discuss the mental game of selling.
I start the show by asking Bill what percentage of sales success he thinks comes from the mental game side of things vs processes and sales skills that can be taught easily.
“If you’re a beginner in sales, you got no game…”
Bill explains that at first process and sales skills gives the best bang for buck as green salesmen don’t know anything about the business of sales. Over time however the mental aspect becomes more and more important and at the top of the game a small shift here can make massive differences in performance.
Becoming resistant to sales rejection
Next up I ask Bill if salesmen learn to deal with rejection by having the phone slammed down on them over and over for extended periods of time or if there is a smarter way to go about it.
How to get in the right frame of mind before making a sales call
Bill explains a very important strategy which will get you in the zone before you make a sales call or do a presentation. It’s similar to how he trains athletes to perform when before their big moments too.
Bill recommends making a list of all the benefits your product will have for the end customer and how it will positively effect their life to add some positivity to your sales mindset.
“When you’re in front of that other human being, you’re going to be more fully present and much better able to listen to them”
We also discuss the benefits of meditation for sales people to help them focus, get in the zone and then learn how to relax afterwards. I share that whenever I’ve spoken to sales managers in companies I’ve worked at in the past they’ve thought it too ‘woo woo’ to take seriously but Bill and I see it as a powerful tool.
Bill Cole, MS, MA, is a thought leader in the worlds of peak performance, coaching and the mental game. His imaginative, visionary work has been profiled hundreds of times in both the electronic and print media, ranging from MSNBC.com, Success Magazine, HuffPost Live TV show, The BBC and more.
Bill is an internationally and nationally recognized authority on peak performance and coaching. He has coached at the highest levels of corporate America, the Olympics, major-league pro sports and big-time college athletics. A multiple Hall-Of-Fame honoree as an athlete, coach and school alumnus, he is an in-the-trenches coach and consultant to corporations, universities, associations, businesses, organizations and individuals and is the creator and developer of many leading-edge workshops, seminars and training programs.