In The 7 Habits Of Highly Effective People, Stephen Covey describes two opposing views: the scarcity mindset, ruled by a fear of limited resources (you should get your piece of the pie before someone else gets it), and the abundance mindset, in which you believe there’s always enough to go around.
I’ll let you guess which mindset is most common in highly effective people! (Spoiler alert! It’s the abundance mindset.)
Top sales performers usually think they’re living in an abundant mindset. They know they’ll never run out of clients. They know that there’s plenty of money in the world, and the success of another salesperson on their team isn’t a threat, but something to be celebrated. They’ve figured out how to use the abundance mentality in sales.
However, after years of working as a sales coach with top producers, I’ve discovered a few areas where scarcity creeps into a salesperson’s mentality—even when they’re the most successful producers on a team. One of the most common symptoms I see: a salesperson who can’t stop answering their phone. I know you’re thinking, “but Dew, you wrote a post about sales rock stars answering their phone,” but hear me out on this one.
Read More »