The personal mindset is one of the most crucial weapons or enemies of a sales rep. In this show, we uncover the keys to success.
Gerhard Gschwandtner, Founder and CEO of Selling Power Magazine, and CEO of the Sales 3.0 Conferences, joins me on this episode.
Gerhard became interested in sales by a chance meeting with a successful salesperson in a coffeehouse in Salzburg. Gerhardt later went from the theater into sales.
Gerhard trained sales reps for a multinational French company. He traveled the world, and ended up in the U.S. He started a company, but still traveled. He reveals the reason he started into publishing, and the development of his magazine.
Gerhard saw, as he interviewed successful people, that there is a certain mindset that shapes the salesperson’s skillset. What else is needed, for sales success?
The key to mindset is your inner CEO, or the prefrontal cortex of the brain, that has the power of awareness, and performs executive functions.
No-limit thinking is about expecting to succeed. You change your belief systems about your ability, by what you tell yourself.
Gerhard interviewed Cal Ripken Jr. (2,632 consecutive MLB games) who has a strong work ethic, shows up, and is committed to be the best he can be. He learned early, the path to success. Gerhardthelps people to envision their success.
You have about 60K thoughts a day, with 80% of them negative. Gerhard suggests ways that an accountability partner can help. He also discusses the cadence of success and internal boosts you can give yourself.
There are levels of mindset. Gerhard describes them, and how they can be changed. The mindset is your garden, so stop watering the weeds, just water the flowers. Gerhardt offers steps to work with mindset.
Good examples can inspire you and help you get over your fears. Gerhardt gives a case study of Bob Carr, Founder of Heartland Payment Systems, whose father left when Bob was 13. Bob started studying U.S. Presidents for guidance.
Gerhard encourages putting structure to the dream, and finding your success mentor. Ask. You are not alone, and life is much easier when you have a good support system. People do want to help each other.
Technology is mindless. It accelerates everything, but we need to keep in mind that sales is a people business, not a technology business. Pick up the phone and call someone!
Neuroscience and psychology are revealing amazing things that are possible. Looking at the science, Gerhardt has assembled 12 modalities into one course that can take you higher than simply “positive thinking.” It can be life-changing.
The Sales Enablement Podcast with Andy Paul was formerly Accelerate! with Andy Paul.