Winston Churchill once said,
“Attitude is a little thing that
makes a big difference”.
When it comes to being in sales, there is one attitude above every other that can really mess you up, or set you up for success. Can you guess what it is?
It’s an abundance mentality versus a scarcity mentality.
Abundance Mentality: Seeing “Plenty” of customers, opportunities, and ways to succeed.
Scarcity Mentality: Seeing very few customers, very few opportunities, and very few ways to succeed. (Don’t confuse this with the idea of using scarcity as a sales tactic. That’s a great idea, but a whole different thing).
See, when you talk to really successful sales people, they are almost without exception nice, generous, helpful people. And they are frequently massively successful. And you think, wow, they make this look so easy and fun. It’s a paradox, the busiest people are the ones who will take the time to be helpful and generous. The least successful people are usually the ones that will say, “sorry I can’t help you”.
When you really get into the mindset of these folks, and try to figure out what makes them tick, you discover the successful ones are not afraid of competition. In fact, they don’t even worry about competition at all. They don’t believe that there are very few customers, or very few ways to succeed. They focus on being the best they can be, and staying focused on serving the customer with grace and style. They aren’t focused on the competition. Heck, sometimes these nice people even help competitors without regard for their own benefit. It’s almost like they think they are bullet-proof.
And guess what?
They pretty much are!
On the other end of the spectrum you’ll find people who are always obsessing over the competition, and over the ‘drama’ of who is doing what, and how it’s going to damage them and their work. They believe that every time a competitor makes a sale – the competitor is robbing them of a sale. In essence, these people are stumbling forward, while they look over their shoulder to see who is following them. They hoard, and act greedy.
Have you ever tried to partner with someone who is totally mistrusting of you and overly competitive? It’s a drag!
This mindset makes them very awkward to work with.
Scarcity thinkers generally don’t partner with other people for mutual benefit because they always think the other person is out to get them. That’s a huge mistake on their part.
If you have an abundance mentality – cool – nurture it. If you have a scarcity mentality to overcome – here are a few exercises you might try:
- When you cannot do a job, or fulfill a customer’s needs, recommend someone else’s work. Be a champion for another seamstress, (and no, it doesn’t need to be Liberty Jane Clothing).
- Be a fan of other people’s work and compliment it publically. When you say to someone, “I’m a real fan of your work”, it’s really powerful.
- Tell someone you’re rooting for them to succeed. I know, you’re rooting for yourself to succeed more than anything else, but telling someone else these caring words is a way to express an abundance mentality.
Tell us what you think about this issue…
Jason & Cinnamon
Ps. And hey, we are rooting for you!