Tag Archives: Sales

Mindful Sales Journey

By Jordan WeinandFounder of Glowsoul and Friend of Simple Intentions

jeremy-beadle-129624The life of a salesperson can be a stomach pit of a rollercoaster or a Mai Tai sipping Fiji vacation. We live month to month, quarter to quarter and next thing you know, a year is up and you are examined on your sales performance. Where did that time go? What did you do in between and maybe more importantly, did you stop to reflect?

I drive eight hours to North Dakota at least twice a year. Upon putting my car into drive and then pressing down on the gas, I know my end goal. It’s to see that last mile stretch of dirt road to my aunt and uncle’s canola spread farmland.

The next eight hours, however, are a bit of a blur and unpredictable. Will I stop four or five times? Eat McDonalds or Subway and should I monitor my mileage to see what this car is really capable of? It’s a full eight-hour journey.

My aunt would always ask, “how was the trip?” Until I started being mindful, I always said, “it was fine.” But truly, it was a pandemonium-stricken traffic jam for two hours. Then it became a game of, “find the fry I dropped on the floor,” and ended with, “how I can invest in all this land,” for the next five hours. When I’m mindful, the trip was fun and I was afforded some close encounter family time!

These details in between the end goal make our total experience. Traveling on vacation or selling a couple million-dollar software deal, there’s a whole lot goin on in the middle.

In sales, it’s our daily effort from organizing customized qualification questions to ripping through 50 cold calls in order to talk to one person who’s interested in discussing election results. Being present in your sales journey makes all the difference. Prospects notice too.

For instance, when you’re at the stage of taking notes and learning what your prospect is experiencing, give these two ideas a shot.

Mindfully gather the issue

Write the proper note down and ask a few questions around it. Typically, that first issue is immediate pain, but a few questions after will give you the cascading effect. If you understand them as a whole, the prospect now knows you care. Not to mention, your particular thought to each question helps your overall understanding so you can prescribe confidently.

Feel it like it’s yours

Part of being mindful in this qualification process requires you to take a bite of the “pain pie.” We all like to be validated. We all want to be heard, check Facebook for that proof. When the prospect gives you an issue, feel it. Believe it with them. Know it DOES suck and if you can help in this process, wow, what an accomplishment we’d experience.

These two ideas occur more regularly than signing final contracts. This is the journey we’re on every sales cycle before we ever see our commission checks fatten. How fun! We’ll win some and lose more, but knowing it’s an opportunity to talk with someone who’s asking for help is enough to make me smile. Being mindful in each sales opportunity will allow you to help more people and if not, you’ll have detailed stories for happy hour. Remember the journey!

 

[Note: This article originally posted on Glowsoul]

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What Mindfulness Does For Sales

By Jordan Weinand, Founder of Glowsoul and Friend of Simple Intentions

011817_whatmindfulnessAll folks who sell for a living want to make the next big deal. The overwhelming pride you feel when you’ve helped push the quota past expectations is worth every ounce of work you put in. It feels really good when your boss is pumped enough to reach into the pocket and splurge on your success during happy hour too.

If there was a step-by-step guide on how to achieve consistent sales results, we’d all be eager to pay up.

Hard work and grit. Yeah, it makes sense that we need both of those, however, it’s not easy to teach those characteristics. On all accounts, it requires you to find it from within. If you’re not breaking yourself like Rocky Balboa, the next best way to find yourself is through Mindfulness.

Mindfulness is the mental state we reach when we focus our awareness on the present moment. During this state, we are acknowledging and accepting of our feelings, thoughts, and sensations. Mindfulness has tons of benefits, below are three that will help you sell the next biggest deal on your team.

Memory Improvement

Have you ever forgotten the fine details about your prospect’s needs and lost a sale because you couldn’t remember how exactly to tie in your service? I have, my pen only writes so fast! If I could ask for one superpower it would be a better memory.

There are ample ways of increasing the stickiness in your storage capacity. A few I’ve tried are: story-based association, poem memorization and reading books. Another, that has helped a ton is mindfulness and meditation.

The “Psychiatric Neuroimaging Research Group,” found there are structural differences between brains of experienced meditation practitioners and those who aren’t.

In this Harvard Gazette article, detailed by Sue McGreevey, MGH Communications, the group found increased grey matter (found in regions of the brain associated with hearing, emotions, and memory) in test subjects who practiced meditation for 27 minutes a day, over an 8-week span. This is helpful to know as I’ve personally noticed better detail recollection with meditating and mindfulness.

Gain Empathy

It’s been documented that since the 1970’s we’re becoming less empathetic and compassionate. Sarah Konrath from the University of Michigan says she’s seen a steady drop since 1990 in these areas. Mindfulness and meditation can certainly boost this lack of empathy. While long-term benefits of mindfulness include increased memory, stronger overall health and cognitive skill speed, increased compassion is the main focus.

When being mindful you’re often sitting in a quiet space for any length of time and guiding awareness to the present moment. The aim is to focus on the now and be thankful for all you have in the instant. The immediate effects often are an appreciation for oneself, others and the materials you already have. When I focus on mindful selling, I become appreciative of my managers, prospects and the opportunity to help. Showing empathy in sales has a sweet referral ROI along with a fast track to trust.

Lose Stress

Between a 50-call day, preparing demos for prospects and managing current partners, the mounting stress can be real, especially if you don’t have an outlet. In the same Harvard study, the subjects reported a lower stress level and did have lower grey matter density in the amygdala, a little nugget of grey matter involved with emotions and plays an important role in anxiety and stress.

Amishi Jha, of the University of Miami, thinks that while stress can be reduced in eight weeks of a mindfulness training program, the structural changes in the amygdala could push better studies in curing stress related disorders like PTSD. With less stress, you’ll be eager to keep your nose to the grindstone and build that awesome sales pipe, even if you have PTSD from being bombarded with NO’s.

Much of sales is mental. We are humans with a very curious, powerful structure upstairs that constantly is powered up. The mind needs massaging and relaxation. Feeling refreshed during long sales cycles grows your grit, improves your memory, shrinks your stress and forces you to be empathetic. Test it for a month and try to find favorable techniques. You’ll notice a quick turnaround on your overall perception of smiling and dialing. If nothing else, you will at least have 20 minutes of peace and quiet.

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