I’ve been in sales for 25 years and I’ve seen a lot of change in that time. I started hand writing letters and handing them into a typing pool. It may amaze people but there was no internet, not mobile phones, no social media, no PC and Macs and no email.
So much in Sales has Changed
So if we add the internet, email, mobile phones, social media, PC and Macs into the mix you can see there has been a lot of change in social. I remember when we got our first laptops, we had been using Digital (DEC) all-in-one before that, but I wanted to master Ami-Pro the word processing software that we would be given. It was new and I needed to learn stuff to be the most efficient and effective in sales. I also knew that if I kept up with the days technology it would make be both different and differentiated from my sales competition.
NB: We were given Ami-Pro software as our IT department didn’t think that Microsoft Word would catch on, it was in the early days of its introduction.
Growth Mindset vs Fixed Mindset
In her bestselling book “Mindset – Changing The Way You think To Fulfil Your Potential”, Dr Carol Dweck talks about the difference between “growth mindset” and a “fixed mindset”. I don’t want to spoil it for you, it’s a great read. So whats the difference between growth and fixed mindset.
Growth mindset people will try new things as they think that they can always grow as people. Where as fixed mindset people think that they cannot learn anymore and why would you nothing has changed.
The Sales Growth Mindset
In sales we have to be looking for new things, I’m always reading sales books as i think it’s a great way to expand the mind. I’ve read some very dull sales books, but my view is even if I get one thing about of the book, it’s worth my investment in time.
The same with the way I sell, while I often look for ways to template emails or proposal, I also think you have to update your thinking and messaging every six months as nothing stands still.
The Sales Fixed Mindset
Too often I see on social people saying that sales hasn’t changed, which is sad because in so many ways it has. I remember when email was introduced and how people clung onto the fact that an emailed document wasn’t “real” all documents has to be letters. So people started sending both. You would get an email and then 3 days later, the email would appear in the post. It was bizarre and saying that sales hasn’t changed is bizarre too.
The Sales Sheep
As sales professionals we have to experiment, try things new, fail, try other new things, succeed. It is all about us being the best we can be for our profession. After all we are the agents of change for our customers?
Let’s be honest here, all our products are the same, all our companies are the same. The thing we have that is different is ourselves, that is our unique selling point (USP). To sell and win we need differentiation and that starts with us. What we wear, how we act on and off line, how people see us in terms of our professionalism. Making sure meetings have an agenda or taking notes and writing them up. All of these things give us an edge or let us down.
The same with our social profiles, you can have a Linkedin profile that looks like 99% of all the others, or, you can choose to be different.
So stop doing is as you have always done and get out there and be different.
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