• James Walton

The Two Mindsets that Will Sabotage Your Next Sales Meeting

Updated: Apr 24

Every meeting is a sales meeting.


Even if you're not trying to get pen to paper on your product or service by the end of a meeting, you want the other party to modify their behavior or thinking in some way because of it.


Sales requires influence, and influence requires relationship, and relationship requires a particular set of behaviors that build trust and rapport.

But working against you are two mindsets that will sabotage your efforts.


I Don't Belong Here: The classic Imposter Syndrome. I have it. Michelle Obama has it. So do you. And here's the secret: so does everyone else. But the reason you have a seat at the table is because you have something of value to add. You're not there to take; the product or service or wisdom you possess will make a meaningful difference in the other's life or work.


It's your job to make the other clear on what you offer and how they'll be better off for partnering with you.


How to overcome imposter syndrome? Be clear in your own mind regarding what the value you add is.


I'm Lucky to Be Here: Don't position yourself as a charity case. Donald Millers says the worst way to ask for anything is to lead from your needs, rather than the value you add to the other.


Position yourself in the mind of the client as a peer, not a supplicant. But of course, to do that, you'll need to do that in your own head first.


How? Be clear in your own mind regarding what the value you add is.


The outcomes you seek in your next sales meeting start with you.

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