One of the things we talk about a lot in Sandler is an abundance mindset versus a scarcity mindset. Typically organizations and individuals operate either from a mindset of scarcity or a mindset of abundance. That can really steer an entire organization. However, it can also allow an individual salesperson to have more freedom.
In the subconscious mind, one of a couple things happens. In a scarcity mindset, a salesperson goes through the day nervous, jittery, and uncomfortable. They’re worried about things that may be out of their control. They’re worried about voicemails and emails from prospects. They’re worried about the competition. They’re worried there’s not enough business out there for them.
On the other end of the spectrum is a salesperson who operates under the abundance mindset. They go through life calm, cool, and collected. They don’t expend energy worrying about the competitive landscape and the business environment.
One of those mindsets allows you to be more selective about who you do business with.
Getting better at reading people and determining early on who you should and shouldn’t do business with is a huge key to improving your sales.
For example, you may have a high attention to detail. You can adapt to someone that has a low attention to detail, but there’s an energy expenditure that goes along with that. It’s just natural. You can connect with someone that is wired the opposite way you are, but it will drain your energy. So you need to factor that in.
If you’re keeping your sales pipeline full, you have a system, and you have an abundance mentality, you can be far more selective about who you want to do business with and who you don’t. That may not mean they’re a bad person, it may just be someone who takes a lot of energy out of you.
Even though there may be a check at the end, is the energy investment to get that check worth it for you? Or is it not?