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November 22, 2023

Balancing Strategy and Mindset

Strategy is as Important as Mindset

This is an important lesson for any salesperson to take away.

You can have the right mentality and still fail to execute because you’re using the wrong strategy.

In those situations, your mindset almost doesn’t matter.

You’re doomed to failure from the start.

Put it like this.

If you have a terrible script that’s not telling the clients how your product benefits them, you’re never going to make a sale.

It doesn’t matter how enthusiastic you are.

Your strategy’s all wrong.

Don't be so consumed by your winning mindset that you don't approach the fight from the correct strategic standpoint.
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November 15, 2023

Sales Secret – Self-Awareness

So many real estate agents don’t want to accept the market for what it is.

That’s what leads to them sticking with the same behaviours and processes.

They’ve deluded themselves into thinking that the old techniques will work even though new challenges stare them in the face.

That’s a recipe for failure. As the reality of the market hits, the agent panics.

They can’t deal with the emotions that come along with the turmoil. Eventually, they go out of business.

Self-awareness is the key. Resilient agents have the ability to tune into their internal thoughts and emotions.

This means they have the emotional intelligence to confront the situation for what it is.

They can examine the facts around their faltering performance without panicking.

Instead, they step back, see what’s not working, and make the adjustments needed.
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July 11, 2023

Data and Psychology: How it Shapes Your Mindset | Emotional Intelligence in Sales

Is your psychology being affected by data? What this says about your mindset.

I’ve always been intrigued about highly resilient people, whether they are sales directors, sports professionals, CEOS, business owners or salespeople.

What makes them resilient?
Why certain people no matter how hard they work never achieve the success they crave.
How some people can overcome obstacles and get on with what they have to do. Now that is another topic.

Let’s put some context around this.
I’ve been speaking to my son who is making his way on the ATP Tour and he gave me an insight into how he feels about statistics in tennis matches and how this applies to Emotional Intelligence

For example when a player wins a first set 6-1, most people assume that player has won all the points on offer.
Wrong the player, that has won 64% of the available points. In fact the most dominant player on the planet Novak Djokovic wins 54% of points and he has the highest winning percentage.

The player that lost that first set 6-1 has two ways to respond they either
1.Feel despondent and give up OR
2.FEEL that turning it around is possible

So how does this relate to EI?

Well if you lack EI you’ll probably negatively react and it becomes a repeating PATTERN, because you don’t have the ability to think calmly and process the data, you make the wrong decisions… you give up

Well having profiled hundreds of salespeople with our quiz, we get insights into who will be successful in sales and who will struggle based on there numbers.

Data provides insights, importantly it also provides insights into how you can change and what things are likely to cause you to stress in a negotiation, even in a prospecting session. Who will avoid picking up the phone and who will love to do it.

Now I would imagine if you knew in advance the areas that cause you problems you could probably prevent or deal with them better right?

For example in a prospecting session you’re making the calls and you’re not getting any appointments, in fact the whole session is a disaster or was it?

How you look at your numbers will have a dramatic impact on your mindset to the next prospecting session, the next meeting even when you meet your partner at home or the kids.

Working hard is no guarantee of success, as on the ATP tour every player works hard, but very few make it.
So I suggest you get smarter about your learning and development and not leave it to hard work.

If you have the work ethic you’re 50% there so why not use that energy and achieve your goals faster without sacrificing your mentality?

The chances of succeeding are extremely high when you apply intelligence to your game.

Do the free EI quiz and find out a little about yourself.
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July 10, 2023

Professionals vs Juniors: A Deep Dive into the Differences | Business & Performance Psychology

What’s the difference between Professionals vs Junior’s?

I was sitting down with a friend at the United Cup here in Sydney watching 2 tennis players battle it out over 3 hours and his comment was “ gee that match took a long time, couldn’t one of them hit a few more winners and close out the match?”

This is a similar question to what I get asked by salespeople all the time about magic closing lines, a silver bullet, something that will work every time with every client.

I said to him if you want to watch flashy tennis just go to a junior tournament and you’ll see juniors hitting the ball harder and going for shots that just don’t make any sense, it’s like they want to make a highlight reel for a movie!

Professional tennis players play tennis like a game of chess. Never overplaying but testing the other player and looking to create an opportunity…strategy and patience are key attributes.

It’s funny the better they get at developing their mind the better they get at winning and improving their ranking.
Seems to go hand in hand.

It’s similar to high-performing salespeople. They do the fundamentals well and the art is their ability to read the client and situation and adapt at the moment… being present and adaptive.

You’ll find these sales-peoples level of emotional intelligence is at a higher level than the average salesperson who just grinds it out every day…

Would it make sense to find out what makes you tick?

Why not do our free Emotional Intelligence quiz, find out a little about yourself.