You may ask, why should a CEO be focused on sales? Well, developing a sales mastery mindset can help any chief executive reach the next level. It’s key to so many aspects of the business, from recruiting top talent to finding novel ways to meet the needs of customers.
Think about everything you’re selling. You’re selling yourself. You’re selling your company’s product or service. You’re selling your leadership team on your ideas and direction.
This approach allows leaders to fully embrace the fact that we’re all selling something, and getting better at this skill set helps us in so many ways. Of course, it can help with your organization’s profitability and with your personal growth. A sales mastery mindset ensures that you’re showing up authentically to build connections and relationships that help you stand out. The Who in your network is a bigger lever advantage for your business and expansion than the HOW.
Here are five steps for CEOs to cultivate a sales mastery mindset:
- Know what problem your products or services solve.
Start with the basics of understanding your why. What’s your purpose for being in business? Take a step back and think about the people you’re serving. How are you solving a problem? How are you reaching the right people? Getting clear on these questions will give you a better idea of your organization’s future growth trajectory.
A powerful mindset for leaders and employees to adopt is the spirit of selling. This belief should flow through all levels of your organization so that everybody internalizes the why, the how, and the what, and continually looks for opportunities to solve new problems and service more needs.
Knowing your organization’s purpose will focus your energy so you can thrive and evolve to play an infinite game. Selling is value creation; it’s not limited to the sales department.
- Leverage your niche.
I often say the riches are in the niches. If you have a generic product that you’re trying to sell to everybody on the planet, you’re going to have a hard time.
Spend some time and really focus on your target audience. Get to know the people you’re well-suited to help with your unique solution and forget about trying to appeal to everybody.
This is a powerful approach to greater profitability; hone in on the value you’re providing and the people who need it.
- Transfer belief.
Persuasion is a key part of a CEO’s job, and the more you think of this as transferring belief, the more successful you’ll be.
Before any meeting, focus on seeing that sale being made. This could be getting a manager on board with a new project or accomplishing another objective. Mentorship is the transference of knowledge and, more important, belief.
Expect to leave every meeting with a committed objective to gain agreement that moves the sales process forward. Get in the habit of being determined to persuade, to love, and to lead, based on the other person’s desires. Remember this: conviction implies certainty. When people feel your congruence, the belief will transfer to the other person.
The key is to be in touch with your purpose and sell heart to heart. There is no inspiration, courage, or happiness in pure logic. Don’t take anything personally. It’s not about you, it’s about them. People don’t buy in for only three reasons: No fit or no need now; they don’t trust you; or they don’t trust themselves. Your congruence and belief matter. Everyone is speaking the law of vibration, picking up what you’re putting out.
- Lead with conviction in the midst of uncertainty and constant change.
The greatest leaders of all time possess a certain mindset of the 1% that allows them to handle constant uncertainty and change. They know how to quickly shift from RECENCY to INTENTIONALITY. When they see contrast they don’t want, they pick up that it is time to create. That’s why they never get ruffled. They see opportunities everywhere. They turn frustration into fascination.
Yes, they feel the blows, but they feel them and then let them go; getting right back to the spirit of deliberate intentionality. They recognize the company’s “WHY,” and embrace the infinite game.
When the economy or the company are facing turbulence, people are looking to your leadership – and to lean into your conviction.
At first, you may need to build up your self-confidence. Remember you are always just three feet from gold – if you persist. Embrace the strategy of developing your strengths. Look for the good in everyone you meet. More importantly, tap into your purpose and align it with your career so that you will have the inspiration and desire to be in the spirit of selling on a daily basis!
- Connect with authenticity and magnetism to form deep memorable connections.
You must believe to receive. Belief in your head without expectancy in your heart leads to incongruence. Everyone speaks the Law of Vibration. Incongruence is a vibration of resistance that blocks the flow. People pick up on the vibration of incongruence as being inauthentic. Incongruence causes people to disconnect from you instead of connecting.
When your belief in your head aligns with the belief in your heart, you have conviction and certainty based on faith,knowing, and people around you can feel it and trust it. Persistence is faith. Faith is what every person must embody to be successful. The Nazorean two thousand years ago stated this many times in many ways. “As you believe, so shall it be done to you.”
Expectancy is the Law of Attraction, the secondary law to the Law of Vibration. Upgrade your old beliefs to meet your new desires so they fuse. Congruence of your beliefs and desires creates powerful magnetism to bring you everything you need.
When you show up with authenticity and magnetism, you’ve decided to become the best version of yourself. People will be drawn to you. You will attract what you deserve – people, roles, situations – and you will be in the best position to form meaningful connections with your coworkers, your family and your community. You will experience fulfillment with a greater meaning for your work and your life.
Written by Rhonda Petit.
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