Shifting the Sales Mindset

Shifting the Sales Mindset

Presented byGeorge Brewster

7/30/2014

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Who am I?1. Personal Info:

a. Father

b. WA Transplant

c. Athlete

2. Sales Experiencea. Photographs – Sharp Shooters

b. WRAP Accounts – Brinker Capital

c. Research – Jupiter Communications

d. Software – Tamarac Inc

e. Retail Brokerage – Edward Jones

f. Sales Support - Washington Mutual

g. Change Management – PeopleFirm

h. Sales and Leadership Development - Gimbal Systems

3. Masters Degree in Applied Behavioral Science – Bastyr University

a. Continually Curious

b. Added Science to the Art

c. Performance Frameworks

B to B

B to C

Human to Human

Passionate about supporting and wired to support other people’s success

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Provocateur

Our Biggest Obstacle to Success?

Ourselves

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Mindset

Starts with our Beliefs

Driven by the thoughts and stories we tell ourselves

The stronger they are the harder they are to shift

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When you think of “Sales” or “Selling”, what is the First

Word that comes to mind?

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Typical Answers

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After Money, Pitch, Marketing, Persuasion

When you think of “Sales” or “Selling”, what’s the first

Picture that comes to mind?

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Typical Answers• Extrovert• Annoying • Door to door salesman• Briefcase• Telephone• Outgoing • Handshake• Smile• Shark• Sleazy• Talker• Car• Professional• Money• Aggressive

• Used Car• Slick• Man in a Suit• Pushy• Used Car Salesman• Suit• Car Salesman

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Are these Beliefs Helping or Hurting you? Honestly..

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The Big Shift

Caveat Emptor

“Buyer Beware”

Caveat Venditor

“Seller Beware”

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Access to Information and Immediate Feedback have changed the rules and the

power

Despite the big shift…

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Our and our prospects beliefs about sales still tend to get in

our way

“I don’t want to be the pushy salesperson”

• 44% of sales people give up after one “no”

• 22% give up after two “no’s”

• 14% give up after three “no’s”

• 12% give up after four “no’s”

• 92% of sales people give up after 4 “no’s”

• 8% of sales people ask for the order a fifth time

8% of sales people are getting 80% of the sales / meetings!!12

Persistence Pays Off

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“You have to be an extrovert to be in sales”

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“You have to know everything”

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“Its all about the business and closing the deals”

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Keys to Success

• If you want to change something, you need to change what you believe

• Identify and evaluate your beliefs• Reframe the beliefs so they serve

you• Curiosity is the killer app • Practice the “Platinum” Rule 17

Action Items to help Shift

• Read Daniel Pink’s Book • Know they self under duress • Be persistent• Have a process • Identify and learn from the best• Be yourself and be passionate • When in doubt, be in service to

other’s success 18

Thank You

George Brewster206-313-2567

george@gimbalsystems.com

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