April 12, 2024

Are You On The Right Path?

Take a step back. Examine your outcomes.

Perhaps it’s time to change course.

Don’t let a mistake define your interactions.

Have your mistakes distracted you from your goal?

As you set out with clear objectives in mind, it's crucial to periodically pause and reflect on your progress.

Take stock of your recent sales interactions, deals closed, and client feedback.

Are your outcomes aligning with your goals, or have you veered off course?

If you find yourself deviating from your intended path, don't be afraid to make course corrections. This doesn't signify failure but rather a willingness to adapt and evolve. Consider alternative strategies, explore new markets, or seek advice from seasoned colleagues to realign your approach with your objectives.

Embrace mistakes as invaluable learning opportunities. Rather than allowing them to define your interactions or impede your progress, extract valuable lessons from each misstep. Did a failed pitch reveal areas for improvement in your product knowledge? Did a lost opportunity underscore the importance of enhancing client relationship-building skills?

It's natural for mistakes, setbacks, and unexpected challenges to arise along the way. However, maintaining clarity and resilience is essential. Rather than allowing them to derail your focus and energy, channel your efforts into actionable steps towards your goals. Stay steadfast in your determination, keeping the ultimate destination in mind as you navigate the twists and turns of your sales journey.

The sales journey is a dynamic and ever-evolving process. By regularly evaluating your progress, adapting your approach as needed, and embracing mistakes as opportunities for growth, you can navigate with confidence and purpose towards your desired outcomes. Remember, success isn't about avoiding mistakes but rather how you respond to them and redirect your course towards achievement.
April 08, 2024

What do YOU see?

Do you struggle to see the learning in the failure?

Do you struggle to move on from losses and negativity?

Many salespeople, in fact many people struggle to change their perceptions.

The result is often the problem becomes bigger in your mind than in reality?

The consequences are:

-Wasted time dwelling in negativity
-Repeating the mistakes over and over again
-Burn out

What a total waste of your time

Perception is everything. This illustration perfectly captures the duality of perception.

Much like in sales, where understanding and adapting to varied perspectives can make all the difference.

Often the perception happens so quickly, we don’t think and we react, where you will find that see opportunity and learning have that split second where they see the opportunity not the difficulty.

This is often a view on life.

The ability to see beyond the surface is invaluable. It's not just about what's presented—it's about how it's perceived. By being curious, we open doors to new possibilities and deeper connections with our clients, situation and ourselves.

Let's challenge ourselves to look beyond the obvious.
March 22, 2024

Complacency is a Killer

When you’ve enjoyed sustained success for so long, it’s easy to fall into a complacent routine.

Success seems to come easily. And you know that you have the talents needed to emulate it.

In the Warriors’ case, complacency could lead to them training a little less vigorously.

It could lead to them underestimating teams that have adapted to the Warriors’ style.

And that could lead to disaster for them on the court.

It almost did in the regular season that just ended.

A heavy schedule led to the team dropping games as they slipped slightly into complacency.

They recovered and learned something important.

The heavy schedule that grinds on them is the exact schedule that other teams envy.

That’s going to prove such an important motivator for the rest of the playoffs.

Acknowledging that they have something that everyone else wants will allow them to keep improving.

After all, they want to be ahead of the pack rather than part of the chase.

Find Ways to Motivate Yourself.

You may be one of the top salespeople at your organisation right now.

Like the Warriors, you earn plaudits constantly for your success.

Don’t allow this to make you complacent.

Customer needs and the business environment both evolve over time.

What works right now may not work in the future.

And there are always other salespeople waiting in the wings to take your crown.

Use these things as motivators so you can push yourself to keep developing.

Frontier Performance can help you to avoid complacency in sales.

Apply for your complimentary training session today to learn more.
March 11, 2024

Why Pros Don’t Get Upset Over Missed Shots (and Neither Should You!)

Why do successful individuals constantly refine their approach to smaller goals?
This question gets asked a lot, especially in the realm of high performance.

Have you ever seen Federer get overly upset if he misses a first serve or an ace?
Probably not. Even if he only lands 60% of first serves, that's considered a good result.

But how do we interpret that "failing" 40% of the time?

Here's the key difference between aspiring and experienced athletes: beginners often focus solely on the outcome (hitting the ace), while professionals like Federer prioritise feedback and adaptation.

By focusing on continuous adjustment, you gain control over your thoughts, emotions, and actions. This is why setting specific behavioural goals is crucial. These goals, like "focus on follow-through on my forehand," are completely within your control.

The most important takeaway? The process matters more than the final result. The perfect serve is the desired outcome, but effective execution stems from consistent behavioral adjustments.

Tennis players have minimal control over external factors like the crowd or the umpire. Letting these factors influence their behaviour undermines the goal.

The key is to prioritise adjustment. This allows individuals to focus on what they can control (their actions) instead of dwelling on what they desire (the perfect outcome).
February 22, 2024

Two Psychological Traits That Great Salespeople Share

Psychology is such an important aspect of selling.

You need to understand your own mind and the minds of your clients. Without that ability, you just fall back on ineffective techniques.
You never develop the self-awareness or emotional intelligence to become a great salesperson.

What I’ve found is that many of the best salespeople share similar psychological traits. Here are two that I believe are extremely important.

Trait #1 – Little Self-Consciousness

When Serena Williams plays tennis, she’s not shy about the techniques she uses to motivate herself. If she’s not playing well, she’ll shout at herself to move.
She’s not conscious about the millions of people watching. Instead, she’s focused on doing what she needs to win.
Great salespeople are similarly lacking in self-consciousness. Being too worried about what other people think inhibits you. It stops you from doing things that might lead to success.

Don’t worry about what other people think. When you’re not self-conscious, you’re in a better position to unleash your creativity and adapt to new situations.

Trait #2 – They Have No Sadness

I’ve lost count of the number of salespeople I’ve met who have sadness in their eyes. They’ve lost that passion and fire that drives them to be great.
They allow regret to take over.

But the key is to use your regrets and failures as fuel. They should not overwhelm you. A great salesperson takes these regrets and says “enough is enough”.
They’ll look past the sadness of failure and look at the reasons behind it. This equips them with the self-awareness needed to make positive changes.
Great salespeople have no sadness because they understand that setbacks give them the chance to learn. They adapt to the situation rather than allowing it to overwhelm them.

There are so many more traits that I’d like to discuss with you. And you can learn about them with Frontier Performance.
December 22, 2023

Myths and Theories About Success

Let’s first dispel some myths and theories about success.

We have all been told:

• Hard work will always pay off. Sorry, hard work alone does not guarantee success. At a higher level, everyone works hard. Then there’s the problem of working hard at the wrong thing. That can actually set you back.

• Stick to the same process. Sorry, sometimes your processes – be it in sales, or sport – need an upgrade, and so does your mentality. Just like the upgrade of an operating system for a computer. Doing the wrong things repeatedly can ruin your sales mentality.

• Keep practising and you’ll succeed. Sorry, if you keep practising mindlessly, without strategy, structure, and awareness, it’s probably the fastest way to fail. This applies to sport as well as sales scripts and dialogues.

So, what’s the right way to improve? To get unprecedented success?

Let’s reframe the statements above:

• Review your processes and look at new ways to improve.
• Work hard to implement new processes and ideas into your routine jobs to find a new and more successful way forward.
• Practise is imperative to improving. However, the quality of your practise is often more important than the quantity. We all know success is a state of mind.

But what most salespeople and even sales directors and business owners don’t know is that there are two states of mind needed for practise to be able to apply what you have learnt.

• The training mentality – technical focus.
• The trusting mentality – flow focus.

Unfortunately, most learning is done with the training mentality – the grinding, repetitive work until you can remember your lines, like rote learning from school days.

It’s no wonder that salespeople get bored, as the training reminds them of the classroom.

In the trusting mentality, you learn to let things happen.
October 05, 2023

Some Salespeople Just Don’t Get It!

They insist on imposing their own style onto their client instead of observing and understanding the personality of their client and adapting to fit that style.
Have you ever paused to truly consider the immense focus and impact that developing Emotional Intelligence can have on salespeople?
They learn to view scenarios from the clients’ perspectives.

The classic mistake that many sales professionals make is to assume that every client will automatically plug into their style of communication. They won’t. This leads to communication breakdown and disintegration of trust, which is the heart of the buyer-seller relationship.

The emotional intelligence salesperson needs to make subtle adjustments that are necessary for each client to improve the quality of their communication with clients.

Think of it as personality politeness, learning to use words and phrases that fit the emotional comfort zone of the client.
Each personality style has an approach that they're most comfortable with.
Think about how many sales are lost in the first 5 seconds.
No one talks about why clients go from one supplier to another because they are searching for a connection with a salesperson who gets them, who connects to them.

This is a high cost to a business in lost sales because the cost of leads to generate those enquiries is ever-increasing.
Uncover how this invaluable skill set drives sales professionals toward exceptional success and enduring client relationships.

You may not have to generate more leads but get better at closing what you get. Ever considered that?

Want to know more about Emotional Intelligence (EI) and its impact on sales success? Begin by taking our EI quiz to uncover the keys to enhancing your sales journey.