HTSS163 - How to stay focused in sales - Scott Sylvan Bell

Learn how to stay focused in sales

If you want to learn how to stay focused in sales there are a few things you must know. First in the beginning it isn't easy. Second, others will try to get your attention whether on purpose or not. Focus is a major problem for salespeople and even entrepreneurs. 

Goal setting and focus for salespeople 

You will find that it is a mix of focus and goal setting that will help you get to where you want to be. These 2 items go hand in hand. Your ability to stay focused starts with you telling people "no". You have to be a man or a woman on a mission to get things done. Some salespeople struggle with this as it is a form of rejection. 

Staying motivated in sales 

Sales motivation is a real thing. You do need some of your own internal rules. These edicts or rules will help you stay within the lines. Tony Robbins says "Where focus goes energy flows" this is true for your personal life as well as business life. 

Sales focus can feel like pressure 

When you work a system or a series of rules in your life, others will say it feels like pressure. Most people are not used to a framework of getting things done. The average person is not used to a set direction for life. Look to others for inspiration, Grant Cardone likes to smile in the middle of deals. You also have to stop looking for reasons to not like someone.  

The mental game of sales  

Your beliefs about sales will influence how much focus you have on yourself. If you don't think you can sell a lead, you cant sell a lead. Admit that you have problems and or issues you have to deal with. Part of the mental game of sales is your ability to follow through until the end. 

The power of sales scripts 

Sales scripts are not the most fun when you first start in sales. You do need a structured presentation so you can be unstructured. When you go off script you are guessing as to what you are doing with your buyer and or client. Learning your own sales pattern and when you are your best and when you struggle is one why to help you stay focused in sales. 

Focus on the end goal in sales 

It's common for salespeople to pull back and not close the deal out of lack of focus. What is the end result you want? You must be outcome and goal-oriented in order to close deals. This may seem pushy for some and normal for others. So many salespeople lose deals out of lack of interest. What you have on your mind matters. 

Being focused and goal centric to close deals 

Most salespeople only need X dollars to survive. This programing of their mind tells them it's ok to stop selling. Once again there is a power of goal setting wired into focus. Here are a few ways to stay focused. 

• Stay away from negative people / negative conversations
• Role Play
• Checklist
• Be outcome-oriented in your conversation, you will literally use the work outcome and goal. 

The power of focus in your personal life

Your personal life has an impact on your ability to sell. If you lose focus in your personal life it can make it hard to close deals. Here are a few ways to have a great impact on your personal life:

• Stay away from negative people / negative conversations
• Laugh often – its an energy thing
• Morning review
• 3x5 card
• Goal board + feelings of accomplishment
• Accountability buddy
• Go and look at the item / thing you want (Rolex)