Unsold Mindset: The Key to Sales Success

Great salespeople think differently from the rest. Their success isn't just about how they sell but about how they think. These top performers have an "unsold" mindset. They refuse to conform to stereotypes or outdated methods. Instead, they focus on being independent thinkers.

These sales champs don't believe that selling is robotic or soulless. They're determined to be the best versions of themselves, both personally and professionally. They reject the idea that sales is just a mechanical task. Instead, they see it as a creative pursuit that requires authenticity and innovation.

Build Rapport in Sales: Treat Prospects Like Teammates

In sales, it™s crucial to be yourself. If you feel like you™re being too pushy or insincere, chances are that™s how you™re coming off. Buyers appreciate honesty. Show your true qualities: if you™re naturally witty, let it shine; if you excel with numbers, use that skill. Being genuine is a powerful asset in sales. So, don™t hold back”be authentic with your prospects and clients.

In the typical sales call, the salesperson aims to close the deal swiftly with the "seller versus customer" mindset. But during the COVID-19 crisis, a new camaraderie emerged that shifted this dynamic. For instance, when a salesperson and prospect met on Zoom during the pandemic, they started by chatting casually for a few minutes. This helped them get to know each other before diving into business. Soon, the prospect suggested transitioning to discussing the salesperson's offering. From then on, they conversed like friends rather than adversaries. They treated each other as teammates, which helped establish a strong connection.

The Introvert's Sales Superpower

While extroverts often steal the spotlight in sales, it's a misconception that introverts can't excel in this field. Many introverts shy away from sales, fearing they won't fit into the loud and aggressive sales culture. But here's the truth: introverts possess a secret weapon that can make them exceptional salespeople.

Extroverts thrive on meeting new people, which is great for sales. However, introverts have a unique edge: they're fantastic listeners. Instead of bombarding prospects with flashy pitches, introverts excel at meaningful conversations. They prefer delving into the real needs of their clients, rather than sticking to superficial sales talk. So, don't underestimate the power of the quiet ones “ introverts have what it takes to make a big impact in sales.

 The Power of œIntentional Ignorance

Great salespeople don™t need to be experts on everything, like the details of their competitors or their products. Take Danny Jacobs from HubSpot, a top salesperson. HubSpot's main rivals are Microsoft, Oracle, SAP, and Salesforce. Instead of diving into detailed competitive matrixes, Jacobs focuses solely on HubSpot™s offerings. He believes in intentional ignorance, which means deliberately choosing to focus only on what he sells without worrying about what others offer. This straightforward approach is Jacobs' secret to sales success.

General Stanley McChrystal, a former commander of American and NATO forces in Afghanistan, suggests that effective military leaders deliberately avoid getting too caught up in the intricate details of the life-and-death missions they oversee.

According to McChrystal, military leaders demonstrate respect for their team by valuing their expertise. He asks specialists for their opinions on the best course of action, then carefully considers and largely follows their advice. McChrystal believes that implementing the recommendations of his subordinates is a strong way to show respect for their abilities.

Learn from Setbacks

Before becoming a billionaire, rapper and businessman Jay-Z struggled to break into the music industry. He faced constant rejection from record labels that wouldn't support him.

Despite facing numerous rejections and hearing "No!" many times, Jay-Z didn't give up. He started his own record company, Roc-A-Fella Records, and released his own album, which eventually became a huge hit, selling over a million copies. This success marked the beginning of his successful career in the music industry. Today, Jay-Z is celebrated as a Rock & Roll Hall of Fame inductee and has sold more than 50 million albums.

Jay-Z's mindset toward rejection is unique. Unlike most people, he doesn't see setbacks as failures but as opportunities to learn and grow. He finds motivation in rejection and sees it as something that drives him forward, rather than bringing him down. This mindset is particularly useful for salespeople who often face repeated rejection”it helps them stay determined and keep pushing forward.

A Memorable First Family Flight

Colin Coggins and his wife Margot were flying out of Los Angeles with their two young sons. One of the boys urgently needed the bathroom despite being late, while the other, having missed his nap, was scared by the metal detectors and started crying. In the midst of this chaos, Colin told Margot that their first family flight would be a memorable experience they wouldn't forget.
Coggins saw his family's airport chaos as the beginning of a funny adventure they'd cherish later. His optimism helped them view the disarray as a chance to grow. Coggins remained cheerful despite the toddler chaos, setting a great example for salespeople who often deal with uncontrollable challenges.

œFall in love with your product and consumers

Lindsey Lanier has the coolest job in sales: recruiting musical talent for Motown Records. Imagine getting to sell Motown to the hottest music artists that every label wants to sign! It's a salesperson's dream come true.

Before her gig at Motown, Lanier worked at Universal Music Publishing Group. There, she scored big by signing Donald Glover, also known as Childish Gambino. Back then, not many knew his music, even though he was a famous comedian. What won Lanier over was Glover's respectfulness during their talks. She showed Glover she genuinely knew and loved his music.

It was a genius move to sign Glover. Look at him now: five Grammys, two Golden Globes, and two Emmys under his belt.

Salespeople often say you've got to "fall in love" with your prospects. Lanier did just that with Glover. She truly cared about what he wanted to achieve. And that's the key to success in sales: showing sincere concern for your clients and focusing on helping them reach their goals.

Revolutionize Food Service

In 2008, something exciting hit the streets of LA “ food trucks offering gourmet Korean and Mexican meals at street food prices. This was the brainchild of Chef Roy Choi, who believed in shaking up the food industry. His trucks, named Kogi, sparked a dining revolution, introducing the world to the concept of niche cuisine on wheels.

Choi wasn't just a chef; he was a visionary salesperson. He saw the potential in selling from food trucks and leveraging social media to reach more customers. He believed in making food more accessible and affordable while embracing innovation.

Traditionally, people don't think of sales as a force for cultural change. But Choi proved them wrong. By thinking big and pushing boundaries, he transformed not just the way we eat but also how we think about food service. Chef Roy Choi didn't just sell food; he sold a new way of dining, one that was inclusive, affordable, and undeniably delicious. His story is a testament to the power of visionary thinking in revolutionizing industries.

The Power of Creativity in Success

Colin Coggins and Garrett Brown teach an entrepreneurship class at the University of Southern California. One standout student, Chris, caught their attention with his creative ideas and smart contributions.

Chris impressed his professors with an email he sent to Jackson Dahl, co-founder of 100 Thieves, a sports e-commerce company, asking for an internship. In his email, Chris made a unique offer: if the Los Angeles Lakers won a game against the Brooklyn Nets, he'd buy Dahl's company a pizza. But if the Nets won, he asked for just 10 minutes of Dahl's time.

Dahl was impressed by Chris's imaginative email and promptly reached out to schedule a meeting. He also œshared a screenshot of Chris's email on Twitter, a move that garnered significant attention with numerous retweets. In other news, the Nets won with a score of 104-102, and Chris was offered a job by 100 Thieves. This demonstrates that being creative is beneficial not only in sales but also in life.

Clarify Your Purpose

Successful salespeople set clear goals and regularly review them. But what sets them apart is their commitment to defining and reflecting on their professional purpose. This extra step helps them stay focused and driven in their careers.

Oprah Winfrey, known for her roles in television hosting, writing, acting, and producing, demonstrates the importance of having a clear purpose and staying connected to it. Her primary aim is teaching, which serves as the foundation for everything she does. This purpose not only inspires her but also drives all her actions forward.

From a young age, Oprah Winfrey knew her main purpose in life was to teach. Through her work on television, in movies, and with her book club, she has reached millions of people. She tells meaningful stories, introduces interesting individuals, promotes products that align with her values, and shares important messages about personal development, positivity, and growth. This defines her world of teaching.

Oprah Winfrey: Queen of Sales

Ever wondered how Oprah Winfrey, one of the world's most beloved figures, became a sales powerhouse? Well, she's not just a talk show host”she's a sales wizard. Throughout her career, she's racked up billions in sales by simply putting her stamp of approval on products and services. This phenomenon is known as the "Oprah Effect," where anything she endorses gets an instant boost in sales. Take her book club, for example”just being picked by Oprah guarantees a bestseller status.

But what's her secret? It's all about mindset. Oprah embodies what we call the "Unsold Mindset." It's not just about what you say to people or how you act around them; it's about how you think. Your thoughts and attitudes play a massive role in sales success. So, if you want to be a sales superstar, take a page from Oprah's book and focus on cultivating that Unsold Mindset.