A sales coach argues that process matters more than mindset. He draws on military experience to show that sales isn't as hard as combat, and that following a solid system beats positive thinking.
So in this video I'm going to explain to you exactly why the whole idea of mindset when it comes to sales is total bullshit and why you just need to focus on process and how I've proven that they're doing actual difficult things like war. Alright guys. So I saw a video and it was about a guy going like we're going into battle when we're going into sales. And it's just complete bullshit, right? Like you're going to have a conversation with another human who is there voluntarily. You're not waterboarding them. Like it's not like you're going in to do something difficult. And one of the things that shits me about the sales and sort of coaching and consulting community is that I think that mindset rules all and that a good mindset can overcome any sort of skill gap. And it's just a lot of total load of shit. To be perfectly honest. One of the things that I used to get asked all the time was like, what's your pre call routine? Like how do you get geared up for a sales call? And I, I don't get asked that anymore because I give the exact same answer every time. And it's. I didn't have to get G'd up to kick doors in and shoot terrorists. Why would I have to get jeed up and go and take five Red Bulls or meditate for three hours or kind of get my shockers in alignment to speak to another human being? Nothing that we do in business is hard. Yes, it requires skill, but it is not challenging in that way. It is not something that shapes us as a human. It is not something that is going to be a profound experience that allows us to break through barriers and all that kind of stuff. I remember the first time I was in a firefight. I was a bit of a shock and we got rocketed and then the RPG started coming through and we started, you know, doing the thing and shooting the people and kind of getting shot back at. And then, you know, someone gets hit and all of a sudden like you just kick into action, you start doing the thing and it's something, you have a great mindset. It's just that everything that we've done up until that point has been designed to give us such great processes that we just do them. And I've always maintained the idea and the belief that my wife could leave me and I could hop on a sales call five minutes later and I could make the sale. And that's not because I have an amazing mindset. I would still feel like shit. But my process is so good that I can rely on that. And that's my fallback position. It's the fact that I know that my gun is well maintained. I did the drills, I have my data, I know exactly what I need to do to get the outcome that I want. And I just continually do that day to day. And so when I see people kind of raving and ranting, you know, about how, you know, I'm sure Tony Robbins is great. Never seen his work, like personally, but I'm sure it's great about how it changed their life. I think, yes, probably for three hours. But did it actually create a long lasting change? Because there's no way that you can learn enough process in that time to be able to have a fullback position. The reason why fighting forward is difficult is because you're fighting forward and the other guy has to go backwards and nobody wants to give up ground. And that's something that's actually fucking difficult to do. And so to have a fullback position which is pure process means that you can rely on yourself and your skill set to be able to get the outcome you want and not how the fucking chakras align that day. So there's anything that you take away from this video, it's that stop putting so much weight on bullshit like mindset and just start doing the activities required to learn the individual skill sets which composite the entire thing that's going to allow you to actually be good at your job. When I was a sniper, I was good at shooting, field craft and judging distance. Those are the only things I was good at as a sales rep. I was good at building rapport, understanding the process I'd take the prospect through, and handling objections. Those are the only three things that I was good at. And I did sales calls at 2am, hungover, the whole box in dice. I remember once I was doing a sales call and I had to turn the zoom call off. I'd worked for so many hours that I threw, threw up in the middle of the sales call and I was like, hey man, how are you? Rah, rah, mute. Is that having an impact on you? And yes, I felt like shit. I felt like death. I was horrible. I was burnt out. I had overworked myself physically, but it was fine. I still made the sale. You know why? Because I had the process and I did the fucking work. Fucking people trying to shortcut shit. Like nothing that we're doing here is difficult. Yes, it takes skill. Yes, you still have to work long hours, but like at the end of the day, you can still go home. You can, you know, have a coffee out of this beautiful mug, which you can buy at the merch store@salesniper.net there's no consequences to anything bad happening like if you don't make the sale. The worst thing that happens is that you don't get a commission. It's not like you're gonna like not be able to go home or not be able to go into the room next door and eat some fucking food. So. So just take a chill pill and realize that everyone who's trying to sell you on having the greatest mindset or, you know, having a pre core routine for 35 minutes or for meditating for nine hours a day, it's all bullshit. Like to be perfectly honest. And you might say, oh, it's because you have a good mindset. Okay, fair enough. I can go on that logic loop all day as well. But all you have to do is focus on doing the thing. And if you just work on the individual skill sets that comprise an entire skill set, when it comes down to actually doing it, then you'll have the processes they'll ingrained and you won't have to worry about if your chakras align that day so that you can make a sale or have a good business. It's just you're going to go out there and do the thing and be successful. So yeah, do the thing. You know the only reason why it works? Because I have a good mindset. Ra.
