Create the soundtrack of your sales career
All salespeople know that making a sale involves much more than a simple conversation with a prospect. In fact, the number of things the average salesperson has to do to close a deal can be staggering. There’s prospecting, information-gathering, research, cold and warm calling, sending e-mails and traditional marketing materials, doing pitches and demos, performing follow up, and a host of other activities. As a result, it’s easy for salespeople to get burned out and unmotivated.
But success in any type of sales environment depends on having the proper mindset, and that includes being motivated, inspired, educated, and pumped up to perform all aspects of the sales cycle—even the parts you don’t like. So how do top salespeople keep the proper mindset to continually outperform their peers? Often, it all comes down to the messages they feed their brain.
Let’s face it. Success in sales is 90% mental. If you can keep your mindset positive and stay motivated to do the things you need to do every day, you’ll not only make more sales, but you’ll also enjoy doing it. If you’re ready to take your sales career to the next level, then it’s time to create your personal sales success soundtrack. Following are the three elements to include in your soundtrack so you can stay motivated and sell more.
1. Music to Motivate
Realize that music is much more than just background noise. Studies conducted by sports psychologists have determined that music has a great impact on an athlete’s performance level. In fact, Dr. Costas Karageorghis, a sports psychologist at Brunel University, found that synchronous music (music that has a clear and steady beat) elevates a person’s performance by 20 percent, whereas asynchronous music (melodic background music) calms the nerves of people by as much as 10 percent. If the right kind of music can help improve athletic performance (which also requires a lot of mental stamina), it can certainly help improve sales performance as well.
Therefore, create a playlist for all aspects of the sales cycle. For example, prior to a prospecting meeting, listen to “Let’s Get It Started” by The Black Eyed Peas. When you’re about to do demo or a sales pitch, listen to Survivor’s “Eye of the Tiger.” Immediately after closing a sale, listen to “Party Rock Anthem” by LMFAO. And when you’re feeling low and unmotivated to do anything, listen to Eminem’s “Lose Yourself,” a song about putting your best self out there, being a serious risk-taker, and overcoming your fears of failure. Pick a few songs that motivate you for each aspect of the sales process and listen to those songs at the appropriate time so they anchor you in the moment.