- Hi, I'm Matt Elwell of the Elite Closing Academy.
In this video, we're gonna talk about
and share the number one thing
that you need to master to make sure
that all negative thoughts,
which we all have as salespeople,
never, ever, ever get in the way.
(tranquil music)
In this video, we are gonna study sales attitude
and mindset particularly
around things like negative thoughts.
Before we can even begin to look
at how you sort this kind of stuff out in your own mind,
the first thing you've gotta really focus on
is one key thing.
And that is to close yourself on you.
Just remember, the most important relationship
in the world is the relationship you've got with yourself
and in sales in particular,
I actually believe it boils down to one thing.
A lot of salespeople, sales trainers,
it's all about sort of activity and numbers
and all that's true,
I'm not gonna dig that out
but here's the thing you need more
than anything else.
It all comes down to your energy as a salesperson.
And energy is attitude, energy is belief,
energy is how much you really believe
in what you're doing.
What actual energy goes into when a prospect says,
"Yeah, I'm interested but just come back to me.
"Drop it on an email, I'll have a think about,"
all of that stuff that we all know is there.
You instantly go into a choice
and the choice is do I believe that what I've got,
it's worth pushing through the stonkers.
Even the ones that's just got this stuff,
all of us have got this stuff like protection,
we protect ourselves
and we use little words to back people off
and I'll get back to you next week,
we're interested but, all of that stuff is protection
and if you don't have the right energy
which comes from inner belief, inner certainty,
if you don't have the energy to overcome that,
then the truth is you're gonna be what I class
as a seven out 10 salesperson.
You're gonna have a seven out of 10 result,
you're gonna have a seven out of 10 mindset,
you're gonna have a seven out of 10 thought process
and when you're at a seven out of 10,
you don't fight for it.
You don't follow up when you know you should,
you don't chase up when you know you should.
You don't send an email and send a text
to make sure they've got it.
And we sat there waiting
and our hindering thoughts,
we're waiting for them to get back to us.
That's not an energy that's gonna get you a result, you see?
This all boils down to energy.
So you might be asking right,
"So great, Matt, we agree, how do we do it?
"How do we get more energy as salespeople?"
That is really simple.
And it's called checking in on yourself.
What does that actually mean?
I've just finished,
I do a monthly two-day training every month
in Birmingham and every single month,
I check in with my team and I go right, what did we do well?
What can we do even better?
What have we learned?
And here's my big learning.
Energy, when it's down,
when it's in the wrong space,
creates all kinds of, it's a domino effect of bad stuff.
If your energy's a 10 out of 10 as a salesperson,
they are 10 out of three, they're like 13.
If you come down a little bit to a nine,
they instantly drop down through to a six.
If you're at an eight, they're at a five.
And my big learning over the last two days
and it's why I'm doing this video now,
it's why I'm sharing this information with you
is you have to make sure,
by checking in on your products and service
that you're totally certain,
totally committed and in total utter belief,
do you believe that what you do,
what you serve, your products, your service,
if you work for another business,
the result the business gets for other people,
you are totally certain, you believe
that what you do
and what you've got gets other people results.
You will push through all the time.
You will push through hindering thoughts,
you will push through negative thinking.
You have to ask yourself some powerful questions
so here's how you do it,
here's how you check in on yourself.
Question number one, I ask this of all my students,
if my business, product or service
was not in existence,
if it didn't exist,
who's got a problem?
Who's suffering?
Who's got challenges?
Who's getting results that are seven out of 10?
Who's got a problem?
That is such a powerful question
for you to check in on yourself.
That's the first thing you've gotta ask yourself.
What is it that we actually do for others
that makes us valuable?
What results do we actually get for others
that they're not getting now?
And by not getting them now
that have an impact negatively
or not quite being where they wanna be,
as a result of that stuff going on,
and the information that we share, what do we solve?
When you get that level of certainty
about your product or service,
that is when your belief is here
and you show up as a 10 all the time as a salesperson.
It might be Monday morning and raining
and everybody else is emailing
and checking in and all this kind of stuff,
you're ready, you're on the phone,
you're making orders for later
on your booking and presentations face to face,
one-to-ones, you're meeting people on sites,
whatever it is you do,
whatever the logical next step is,
you're a 10 because you're certain.
Look, without you, without your product or service,
they're suffering and they are not getting the results
that they wanna get and that changes everything
and that is the place to start.
Who do you know right now
that you can just send this link to,
this free training that's gonna help you as an individual
in sales, that's gonna help your business
or your sales team in sales,
you might even need to send it to your sales director
or the owner just to make sure that they're on point.
If you've enjoyed this video,
firstly, you must subscribe to my channel
and click the notification bell
so that you get my training every Tuesday night five o'clock
and you must make sure
that you check out all the other videos
that are on here somewhere.