Have you ever wondered how and why the best salespeople are able to find the biggest clients and earn the most commissions? In this newsletter series, we explore the mindsets of top salespeople, and how they can work for you.
The Seeing Mindset
Leaders in sports, business, technology, and virtually every other field are credited as having a kind of “vision” that other managers or competitors don’t. It is the same with top sales performers, who have a mindset of seeing that other salespeople often lack.
What exactly is it they see that their peers don’t? What the best salespeople typically notice can be summed up in one word: opportunity.
Many men and women in sales only see an opportunity to generate an order – or increase their value to a customer – when it is clearly expressed. The prospect says they are thinking about buying, and so the salesperson sees the chance to open a new relationship. The best salespeople take advantage of these chances, of course, but also many others that aren’t as apparent.
They do this by looking beneath the surface so to speak, or behind the scenes. They follow industry news, study what the customer’s competitors are doing, and look for trends that exist within the companies they currently work with, or would like to. Their ability to SEE even extends to relationships, both inside and outside the organizations they know. At every step they are searching for new opportunities that haven’t been expressed yet – that, in fact, the customer may not have even noticed themselves yet.
This of course is the art of “connecting the unconnected,” or as we like to refer to it, “working in the white space.” It involves looking at developments and relationships within an organization, sensing which individuals and departments work together on common goals and initiatives, and seeing where those efforts are likely to take them in the future.
In the real world, this kind of creative thinking takes practice, but it can be learned. For example, you might think of the way that new taxes are going to affect the markets one of your prospects is targeting, how changing legislation could affect their need for certain equipment or insurance protection, or where changes in technology are going to have the biggest impact on their everyday business practices. Other salespeople may not see the writing on the wall, and it might not have even occurred to your customer yet, but that doesn’t mean the opportunities aren’t there – it’s up to the hunter in you to find them.
Are you adopting a mindset of “seeing,” and looking for sales even in the places where they aren’t obvious? Learn to think about your business through an entirely different lens, and you might discover a potential for new business that you didn’t even know existed. Think about it.