Discover how the same mindset used in the gym should be applied to sales training related to goal-setting, determination, and changing behavior to make success happen.
Maybe there is a hobby or a sport that without practice and patience, you never would've been great at. But through determination and consistency in your practice, you became a master of the art.
The same thing can be applied to selling. A lot of us are not gifted salespeople, however, elite salespeople are made and not born and setting a goal, creating a plan and actually doing the behavior is the simple formula many elite salespeople have understood and applied to their lives to make them not only successful in their industry, but confident in their sales process.
Learn how to align your people, processes, and vision for the future
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Video Transcript
My name is Rob Lime, and I'm a sales consultant and coach at Lushin. I'm passionate about helping CEOs, presidents, entrepreneurs, and business owners develop and perfect their sales strategy, infrastructure, and people.
I love exercising specifically. Barbell lifts are also known as power lifts. So why powerlifting? I wasn't an athlete in high school, and I'm not that physically gifted. But everybody with a body is an amateur athlete.
There's also a lot of practical value in being physically strong. Strength is predictive of how well you feel and how likely you are to get injured doing everyday things. I like [powerlifting’s] practicality, but the thing I love about powerlifting is that it's hard. It's really, really hard.
But if you set a goal, build a plan, and do the behavior, you can actually bet on the outcome. It's the classic simple-but-not-easy formula. It's a perfect analog to sell me. I'm not a naturally gifted salesperson. I'm an introvert.
I have a personality disorder. When I first started, my need for approval, emotional involvement, and lack of commitment nearly ended my career before I ever had any success. But lucky for me, elite salespeople are actually made, not born. Setting a goal, building a plan, and doing the behavior isn't just the formula for adding weight to the barbell. Lushin and Sandler did two things for me. It helped me improve my results by an order of magnitude, but it also made my pipeline and, ultimately, the results predictable.
I learned that I didn't always hit my goals because I didn't prospect enough, that opportunities stuck in the pipeline were the result of me not facilitating a decision, and ultimately that all of my problems weren't due to our product, my boss, or my prospect; my problems were the result of my own ineffectiveness.
One time I was in Florida at a conference and ran into a mentor. It was only 7 a.m., but he was coming from what was clearly a very trying run. I asked him, so you must be one of those crazy people who are just born to run and love to run. And he said, no way. I'm just a fat guy who does the behavior. And I'll never forget that because it's so true.
Elite-level salespeople are usually just lazy people who do the behavior. Rich people are just broken people who have done the behavior. And the guy or girl in your gym who looks better than you or can outlift you is just a weak person who does the behavior. Sales is predictable.
Improvement is possible. So what's your goal and plan, and are you willing to behave your way toward greater success?
