Tune in to my conversation with author of Buyer First Carole Mahoney where she shares the importance of mindset in our sales motions.We timed this episode well, Today is the day Buyer First is available any where you buy books! Carole unpacks the impact mindset has on our selling motions.Have you ever been told, " you’re extraverted, you’re going to be a great sales person” without experience we can slip in to the role of what we think a sales person should do.She explains why the dynamic is different when we are in a social conversation vs a selling conversation. How in social conversations, we feel fine, confident and ourselves but when we put on our “sales costume” the dynamic changes. We know there has to be an exchange of value and we panic and look inward.Our focus shifts to us. Our need to be liked, approved, holding back asking the questions we know we should be asking, thinking about what answer to give our prospects as they are speaking.All this is our mindset. Once we control our beliefs it no only changes how we show up to sales conversations, it changes how we show up in life.Tune in to an honest, empowering and action packed episode and Buy her book today, you won’t be disappointed1:09 Prioritizing the buyer's needs and interests in sales interactions.02:16 Collaborating with prospects and involving them in the sales process.07:37 Need to shift from product-centric training to buyer-centric training.8:33 Creating a buyer experience that builds trust and collaboration.10:09 Mindset's significance in sales and putting buyers first.13:11 Impact of mindsets and beliefs on sales performance.16:59 Importance of asking questions to understand the buyer's needs.19:14 Benefits of writing down goals, plans, and thoughts.23:10 Reviewing sales calls from the buyer's perspective.25:06 Taking ownership and responsibility in sales.27:24 Setting personally meaningful goals and creating action plans.29:50 Challenging negative mindsets and beliefs.33:21 Negative effects of comparison on social media.35:37 Connection between personal purpose, goal-setting, and sales engagement.40:30 Building rapport through personal connections.41:22 Importance of emotional management and being fully present.42:02 Value of active listening and collaboration in sales conversations.46:47 Co-creating solutions with buyers for higher engagement.48:58 Uncovering issues and tying solutions to capabilities.50:10Problem of salespeople not knowing the problem they are solving.51:49 Reasons for buyer indecision and obstacles to change.57:02 Approaching sales with empathy and active listening.57:19 Building rapport and being present in sales conversations.58:35 Being fully present in personal relationships and sales interactions.https://carolemahoney.com/books/buyerfirstbook/For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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