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Sales Goes Zen: Inspiration from 3 Top Sales Experts

Sales Goes Zen: Inspiration from 3 Top Sales Experts - SalesLatitude

Sales Goes Zen: Inspiration from 3 Top Sales Experts - SalesLatitudeAll of a sudden, everywhere I turn, I hear sales people and sales leaders talking more like yoga instructors, mediation gurus or therapists than sales people. What’s going on? I thought we were the road warriors. We are tough. Throw anything at us and we can figure it out. We bust through walls and take no prisoners. So what the heck is going on? Sales goes Zen, according to 3 top sales experts who provide some inspiration.

Sales Goes Zen with 3 Top Experts

Gerhard Gschwandtner – Founder and CEO of Selling Power Magazine

I was fortunate enough to attend his Sales 2.0 conference in Philadelphia recently. It was an interesting way to get caught up on new insights and trends, all relating to sales. To my surprise, Gerhard opened with Mindset Management − focusing on the here and now, taking deep breaths in between meetings, and putting happiness on your to-do list. Then he took it up a notch and said, “Wake up every morning, look in the mirror and say ‘I love you.’” Say what? Is this my yogi or meditation coach talking, or the founder of Selling Power? And he was serious because it has been proven that happy people are more productive/better sellers.

Carol Moser –  Founder of Synergy Fuel Coaching and Consulting

I know Carol through our WOMEN Sales Pros® group. Its vision is to see more great women in B2B sales – at technology, telecom, distribution, manufacturing and other B2B companies. In Carol’s very successful coaching and consulting practice, she created the Synergy Success Formula for Financial Advisors®. The first part of her formula is People with Purpose: A Shared Vision and Commitment to Success. Here’s how she describes it on her website:

The first step to accomplishing anything – including a better business and a better life – is getting clear on what it is you want. Then get clear on what you’ll get as a result of your accomplishments.

I’m asking you to create a vision for your business and your life that is aspirational AND inspirational. Involve your team members, write out your vision, review it daily, and most importantly feel your success as though it has already occurred.

Wow! She is an amazing sales person and coach, and she preaches creating a vision for your business and your life by being clear on what you want. I espeically like that she spends much time helping her clients with work/life balance which we all need. Is this a “take no prisoner” approach? Maybe. It depends on how you look at it.

Dave Kurlan – CEO of Objective Management Group, Inc.

I attended one of Dave’s OMG University sessions in which I dove deep into his amazing sales effectiveness and improvement analysis (SEIA) and candidate assessment tools, as well as how to use them effectively to help my clients. He gave us all a CD called Sales Mind Software. On his website, he states that “Most salespeople need help overcoming the head and stomach problems that skills training won’t solve.” And, then he lists the problems:

  • Need for Approval
  • Fear of Rejection
  • Call Reluctance
  • Low Money Tolerance
  • Getting Emotionally Involved
  • Discomfort Talking About Money
  • Not Being Goal Orientated
  • Low Self-Esteem
  • Lack of Killer Instinct
  • Excuse Making

Really? Need for approval, low self-esteem? This does not sound like something sales people would need. But, they do.

Top CEOs Are Going Zen, Too

I know that many CEOs of some of the world’s most successful companies run, read, do yoga, meditate – and claim that this is how they’re able to come up with their new ideas. It tends to happen when the creative brain is relaxed and distracted away from the daily grind. And, it’s very prevalent and seems to be working.

Even the CEO of CRM software company Salesforce, Marc Benioff, believes in meditation as does Arianna Huffington, Robert Murdoch and many other CEOs. They do it to clear their minds and come up with their next big idea. So if it works for CEOs, then it should also work for sales people. And it’s proven by the three top sales experts listed in this post who are believers and know what they’re talking about.

OK, road warriors, sales goes Zen. Do you agree? Are you using a Zen approach in your selling? Is it working?

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter

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