Only positive change comes from adding more resources.
If you want a mantra to live by, you can’t get much better than this Neuro-Linguistic Programming (NLP) presupposition about the human condition. So often we think of new strategies and new learnings as a burden: “Here comes another thing I have to figure out.” But in reality, your brain only has one response when you add a new strategy: it grows.
In Carol Dweck’s groundbreaking book Mindset, she defines two types of mental states: the growth mindset and the fixed mindset.
A fixed mindset believes in static programming. This is a helpless way of thinking; it believes there’s no way to improve or grow beyond where you are today. This is the voice telling you, “I’ve arrived. I know everything I need to know in order to be the best salesperson I can possibly be.” At that point, you’ve cut the line between your present self and your future self. You’ll never grow again.
The growth mindset, on the other hand, is focused on continual learning and improvement. It means constantly challenging self-programming by pushing the boundaries of what’s possible. And if that programming isn’t beneficial, it’s examined and then thrown away. It means seeing a new process as a chance to become better, not as another thing to throw onto the to-do list.
In Jason Forrest's most recent book, The Mindset of a Sales Warrior, he dives even further into this idea. I find that the more I learn about selling, the more I realize how little I truly know. And you know what? That’s an invigorating thought for me. There’s so much left to learn, so many areas where I can still grow. That’s life fuel, not just for me, but for you as well.
“We train in times of peace so we don’t get bloody in war.”
Your mindset determines everything about you as a sales warrior, and your mindset comes from how you’ve been programmed to think. The good news is that you can change your programming. But first, you have to change your mindset, and that starts with a growth mindset.
One thing I know about sales warriors is that they have that authentic growth mindset. They’re surrounding themselves with development opportunities and people who will encourage that development. They challenge programming that holds them back from achieving more. And most importantly, they have reality thinking around how they’ve been programmed to think.
It’s easy to chase a growth mindset when it’s obvious you need to grow. But the most convenient lie salespeople tell themselves is that they don’t need to grow and improve because they’re already high producers. This is where it helps to see things like a Navy SEAL.
The SEALs, one of the most elite military units in the world, live by this mantra: “We train in times of peace so we don’t get bloody in war.”
I’ve seen too many sales careers end because they didn’t embody this message because they weren’t prepared for the next bad economy, the next slow sales month, the next company restructuring. One thing we know about the economy is that it’s cyclical and that on average it takes a nosedive every seven years or so. If you know that you’re at the apex of a booming economy, then you know that the downward fall is right around the corner.
There’s only one joy greater than the joy of success, and that’s the joy of growth. That’s because growth lasts longer. You can achieve your goal for the year, but on January 1, that goal resets. It’s old news. If you add a new strategy or a new selling resource, that improvement will last you the rest of your life. You can do it every day, regardless of the circumstances.
The joy of a growth mindset is your floatation device as a sales warrior. Use it, lean on it, love it.
About Jason Forrest
Jason Forrest lives on the leading edge of the consulting industry. Jason established his speaking and training career as a top 1% sales professional, but as he trained others, he realized something the rest of the training industry had yet to understand: the sales techniques widely taught at conferences and seminars were installing mental limitations in others, not removing them. That’s when Jason took matters into his own hands, completely disrupting the training industry by becoming the first training company to actually change behavior.
This philosophy is what led his Warrior Selling ® and Leadership Sales Coaching programs to be ranked in the top 10 World’s Top Sales Development Programs, by Global Gurus. His transformative and one-of-a-kind training programs have rightfully earned him his spot in the top 5 of the World’s Top 30 Sales Professionals for 2021, alongside Grant Cardone, Brian Tracy, and more.
Jason’s success in his sales and leadership coaching programs has pushed him to explore beyond ordinary training by adding a recruiting arm to his company. By using the world’s premier workplace behavioral assessment, FPG finds the most dynamic, culture-fitting, goal-oriented, motivated, and unleashed sales candidates.
His mission is to give every sales professional, manager, and executive tactical, real-world knowledge so they can remove any limiting beliefs keeping them from breaking their plateaus. In the course of that decades-long mission, Jason’s trained billion-dollar companies and everyone from high-powered CEOs to frontline salespeople to increase their effectiveness by driving more profit.