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The power of mindset in sales success

Sales is challenging, yet the potential to excel requires more than just a grasp of the key benefits and features of the products or services you’re selling.

Having a sales mindset rooted in positive thinking is what ultimately drives sales people to see opportunities for selling where others may not. It also propels a salesperson towards building relationships and committing to results.

It is rare for a prospect to respond to a salesperson’s initial outreach. To be successful, it usually necessitates persistent and repeated follow-up. The manner in which you respond, coupled with your attitude and resourcefulness can elevate a salesperson to becoming a great seller.

Cultivate a positive sales mindset

A sales mindset rooted in positivity drives salespeople to identify selling opportunities that others might overlook by:

  • Addressing and removing ‘blockers’ to sales success ranks among the most challenging yet rewarding tasks for a sales manager. This includes recognising and overcoming mental barriers, as well as leveraging your natural sales attributes.
  • Overcoming fear of rejection that can significantly hinder performance if not managed. A passive sales approach often stems from fears—fear of losing a sale, offending, or appearing too pushy. While fear of rejection is normal, overcoming it is crucial to becoming a more effective salesperson. Visualization is a powerful tool in this regard; research shows that envisioning your prospect in a positive setting, such as a bright, sunny room, enhances your positivity and belief in success, which in turn fosters better outcomes.
  • Supporting salespeople to focus on providing value to their customers (rather than solely on making a sale) is powerful. This customer-centric approach builds trust and rapport with clients, leading to long-term relationships and repeat business.
  • Adopting a more assertive and positive mindset can help sales people close more deals and forge stronger relationships with customers. Moreover, the right mindset keeps you agile, open to change, and ready to pivot when plans go awry.

In concluding, the ways in which an individual mentally relates to their product and sales process, approaches problem-solving, and overcomes challenges in sales has a huge impact on their success.

To remain competitive, it is crucial that salespeople are provided with opportunities to enhance their skills and stay current, contributing to their potential for growth.

Edmonds Facilitation’s Sales Performance Accelerator Program fosters collaboration and enhances the performance and productivity of sales teams. It includes a focus on the:

  • FinxS sales competence assessment which serves to identify individual and team strengths and weaknesses in 18 critically important sales dimensions as well as measure the attitudes of each person.
  • Strengthening sales styles and techniques including pitching successfully, approaching and nurturing sales leads developing selling skills and encouraging team connection to drive momentum.

Hear what satisfied clients have to say about our sales team facilitation services:

Michael Graham, Commercial Director and Market Lead, Nova Entertainment

Damien facilitated two workshops to bring our sales team together. The workshops included fun and well-structured exercises to build group awareness and collaboration around customer understanding, nurturing sales leads, and effective communication. The workshops ticked all the boxes and I’m extremely satisfied with the benefits achieved.

Jessie Newell, Director of Sales and Events, Victoria Park

I recently had the pleasure of participating in a Team Building Workshop organised by Edmonds Facilitation in collaboration with our Sales & Events Team. This workshop centered around Extended DISC and involved our Planning and Sales teams. I must say that the experience was nothing short of exceptional.

If you’re interested to find out more, please contact Damien Edmonds on 0447 147 788 or email