Contributed by Jason Forrest
Fearless sales professionals and coaches operate with a growth mindset. A growth mindset says, “What I am currently doing equals what I am currently getting. If I improve what I am currently doing, then I will improve what I am getting.” What we say to ourselves and our teams can have a direct impact on creating a growth mindset or fixed mindset.
Encouraging a Growth Mindset:
Example: “Thank you for focusing on the 13 decisions of buying. You put forth a great effort and I can tell that it paid off with your new sale.”
Celebrate the process, even if it hasn’t yet resulted in a sale. Ask sales pros to share war stories on how they’ve moved sales forward in the process.
If a sales pro brings in an offer, use it as an opportunity to understand what they accomplished with the buyer. Ask them questions to find out what decisions they’ve accomplished. If they haven’t accomplished several of the decisions, talk them through it. Help them realize that not knowing enough about the buyer puts us in a position of weakness in the negotiation.
Examples of Fixed Mindset Feedback:
“Great job on making the sale.”
*This feedback doesn’t make a connection to the behaviors the sales pro has done to achieve the sale.
“Just write up any offer. We need sales!”
*This encourages sales pros to get off the process and focus solely on price. It might get you immediate results, but it confuses your team. It will also cost you sales in the future because you will only be able to get sales when you buy them.
You’ll inadvertently cripple your sales pros if you tell a struggling sales pro to “hang in there,” and that a sale “will eventually happen.” This promotes the belief that it’s a numbers game and has nothing to do with their efforts.
Examples of Growth Mindset Feedback:
You can encourage a growth mindset in a struggling sales pro by saying:
- “Keep putting forth the effort towards the 13 decisions and the sale will happen.”
- “Let’s focus on what you did accomplish with the buyer so that we can celebrate those victories.”
- “Let’s focus on your last five prospects—the decisions you accomplished with them and where the sale stopped. Together, we will come up with a strategy to advance the sale.”
If you find yourself giving into a fixed mindset, work on correcting your language right then and there!
Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to create urgency, increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States and Canada, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn more at http://www.forrestperformancegroup.com.