Outthinking the competition
Mike Macioci
Linkedin Top Sales Management Voice | Sales Coach helping teams accelerate sales and improve customer experience. Author of "Cognitive Selling"
You don’t need to be in sales long until you are inundated with a plethora of systems, approaches, and programs. Each one claims to offer the secret formula for sales success, combining the art and science of the craft to provide structure to an otherwise chaotic process. However it seems, there is a crucial element that often goes overlooked, the cognitive aspect of sales.
Seems to me that selling is less about memorizing scripts or mastering techniques; it's about fundamentally altering your mindset. Cognitive Behavioral Theory states that by changing one's thought patterns, subsequent actions will also be transformed.
Therefore, the way a sales professional thinks about the process of selling is (in my mind) the critical determinant of their success.
It is about Mindset.
Consider the playing field: every competitor has access to similar tools, resources, and constraints.
The differentiator, then, is not found in external factors but within the salesperson's own cognitive abilities. These unique mental faculties are an inexhaustible resource, capable of providing a competitive edge that cannot be replicated through other means.
It also requires a commitment to continuous learning and self-reflection combined with the ability to adapt and innovate. Especially when faced with challenges. By harnessing the power of the mind, sales professionals can unlock new levels of performance and achieve outcomes that are not just better, but truly exceptional.
In essence, the cognitive approach to sales is about leveraging the most powerful tool at one's disposal: your human brain.
With it, sales professionals can navigate the complexities of their field with greater clarity, creativity, and strategic insight, ultimately leading to sustained success and fulfillment in their careers. Its called WINNING.
It's not just about working harder or expending more resources —it's about thinking smarter.?And turning those thoughts into actions.
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??? Quote of the Week
?"The mind is everything. What you think you become." - Buddha
?? This Weeks Recommended Resource
Want to learn more about Account Based Management? Check out this https://ideovee.com/ and follow Murray Vince for valuable insight.
???? Point to Ponder
When was the last time you considered how your mindset affects your sales performance?
??? This Weeks Recommended Resource
Want to learn more about Account Based Management? Check out this https://ideovee.com/ and follow Murray Vince for valuable insight.
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You can follow me here on Linkedin.
?? Thanks for reading! I consider feedback a gift. So, feel free to offer suggestions and comments.
Proud IBMer | Passionate about Collaboration | Partnership | AI | Sustainability
2 个月This is gold- thank you Mike!!
Guiding SMBs through Strategic Sales, Customer-Centric Coaching, & AI-Driven Solutions | Executive MBA | Kingstown College Executive Neuroscience and Business Coach
2 个月Thank you Mike Macioci ... I agree that a mental approach to sales is driven by leveraging the most powerful tool at one's disposal: Our Human Brain. "Great salespeople are relationship builders who provide value and help their customers win." - Jeffrey Gitomer
VP Business Development at Ideovee Business Solutions
2 个月Thank you ???? Mike Macioci ! “Great salespeople are not born, they are made. They are continually coached to flex their smarts and inquisitive nature. Training should encourage them to be hungry and to have the confidence to show their true colors.” —Ed Calnan