Impossible to beat. Impossible to subdue.
What does an indomitable mindset mean for salespeople? Why is it important? How do you develop one?
The foundation of an indomitable mindset is an indomitable belief structure. As you go through life, you pick up dozens and dozens of infections. You don’t even know you’re picking them up, but these infections determine what kind of results you produce and what level of success you achieve.
Maybe you were infected with the belief that the obstacles to better performance are external. It’s not you, it’s the economy. It’s not you, it’s your sales manager. It’s not you, it’s your competitors’ willingness to sell on price alone. These are very common infections, and they weaken your mindset.
The wonderful thing about beliefs is that they are infections you can choose for yourself. You can choose to believe that the obstacles to better performance are all internal. You can believe that you are responsible for everything that happens to you. It’s not the economy, it’s the fact that you haven’t adjusted your approach to take advantage of new economic realities. It’s not your sales manager, it’s the fact that you aren’t selling him or her like you sell to your prospective clients. It’s not your competitor’s willingness to sell on price that causes you to lose opportunities, it’s your inability to justify the delta between your price and theirs.
Your beliefs drive your behaviors and your behaviors determine your results. Without a powerful underlying belief system, you cannot have an indomitable mindset.
In my first book, The Only Sales Guide You’ll Ever Need, I identified nine attributes that make for a powerful mindset. Those attributes include self-discipline, optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, and accountability. These attributes are all part of what makes up an indomitable mindset.
If you want to create an indomitable mindset of your own, study people that already have one. Adopt their beliefs as your own, especially the beliefs that make you uncomfortable. In short order, you’ll find yourself taking new actions, and producing new results. You’ll also find yourself with an indomitable mindset.