How to Develop the Mindset of Sales Champions – In Just 7 Minutes with Ian Koniak
To let go of the mindset that everything is about you and focus on what your client's goals are Understand why hustling and doing more isn’t always the answer to your sales problem Discover how you can shift your mindset and break free from the limiting beliefs that are holding you back from Resources/Links: Wanting to learn what are the top ten sales traits you should have? Click here: untapyoursalespotential.com/top-traits Summary Do you feel like you keep on hustling and grinding but just end up exhausted and getting nowhere? Are you tired of feeling like you’re missing something in life to get you to that next step? Hustling isn’t always the answer and way to grow your business and sales. Achieving your goals isn’t just done through the snap of a finger. More activity doesn’t necessarily mean more money and more about you means less of the client. Ian Koniak is a sales coach that helps account executives go from good to great by mastering the mindset, habits, and skills needed to perform at the highest level in sales. With over 100M sold in his career, Ian was the former #1 Enterprise Account Executive at Salesforce.com. Grab a seat and listen to what Ian has to say about the hustle culture and what it takes to develop the mindset of a sales champion without much of the grind! Check out these episode highlights: 02:14 - Ian’s ideal client: My ideal client, there are, really, two ideal clients. The first one is just the person that wants to perform to their full potential. So typically, this is an account executive selling, you know, software or something that has the high ticket potential similar to Salesforce. 03:34 - The problem he helps solve: The problem I solve was really limiting beliefs. And a lot of times, people, fundamentally, they have that internal thermostat, if you will, that says, "You know, I'm used to playing at 70 degrees. I'm not at 80 or 93 degrees." 04:30 - The symptoms of the problem: They're beating themselves up! They're saying, "Why do I keep doing the same things over and over again? I know I need to be showing up differently.” A lot of the symptoms are they're frustrated, they're overwhelmed, they're stressed. 05:42 - Clients’ common mistakes before consulting Ian: A big mistake is they think they can do more activity. "I'm going to just work harder. I'm just going to call more people. I'm going to just email more people. I'm just going to ramp up my activity and hustle." 06:20 - Ian’s Valuable Free Action (VFA): I would say the number one thing they can do is, and this is easier said than done, it's not like just an overnight thing. But the reason people are struggling is because they're making it all about them, their inward focus. 07:39 - Ian’s Valuable Free Resource (VFR): Wanting to learn what are the top ten sales traits you should have? Click here: untapyoursalespotential.com/top-traits 08:24 - Q: What’s my favorite thing about Australia? A: I love the people in Australia! And my favorite place in Australia was the Whitsunday Islands. And I miss it and it was a wonderful year there! Tweetable Takeaways from this Episode: “Instead of worrying about your goals, make your focus to help understand your customers' goals and help them achieve it through the products, services, or solutions that you sell.” -Ian KoniakClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the...