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George Brewster, Founder and President of Gimbal Systems, shares strategies for counteracting four negative mindsets that cause failure in sales. George reflects on the changing sales environment, and how modern salespeople can achieve success.
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Shifting the Sales Mindset
Presented byGeorge Brewster
7/30/2014
1
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
2
Provocateur
Our Biggest Obstacle to Success?
Ourselves
3
Mindset
Starts with our Beliefs
Driven by the thoughts and stories we tell ourselves
The stronger they are the harder they are to shift
4
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…
11
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
