Sales Excellence - How to become a Great Salesperson & Develop A Confident Sales Mindset | Patrick Dang | Skillshare

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Sales Excellence - How to become a Great Salesperson & Develop A Confident Sales Mindset

teacher avatar Patrick Dang, International Sales Trainer

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

3 Lessons (13m)
    • 1. Sales Excellence - How to become a Great Salesperson Intro

      0:43
    • 2. Sales Excellence - How to become a Great Salesperson

      11:58
    • 3. Next Steps

      0:22
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About This Class

There’s a lot of things you need to learn to become a Great Salesperson and achieve Sales Excellence, but most people focus too much on sales tactics or sales techniques (what to say, what to do, how many times should I follow up)

But honestly, if you don’t have the right mindset, none of these things are going to work.

So in this video, I’m going to share with you my top 3 Sales Tips when it comes to developing the right sales mindset for success.

1. Your attitude determines how you do everything.

If you come in with a negative attitude for sales, you already lost before you even started.

2.The ability to learn from your experiences.

There’s no replacement for doing the work, getting experience, and reflecting to see what you can do better. If you have the willingness to learn, you will get better at not only selling but also all aspects of your life.

3. Having good intentions.

People can feel when you act genuine and genuinely want to help them by offering your solutions or services. People can also tell when you’re acting fake and not looking for the customers’ best interest.

So with these three powerful sales tips, you’ll be one step closer to achieving sales excellence.

Meet Your Teacher

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Patrick Dang

International Sales Trainer

Teacher

Hey, it's Patrick here!

Now, I’m on a mission to help everyday people to generate more sales for their business using the most cutting-edge B2B sales strategies.

After a successful sales career in Silicon Valley, I packed two suitcases and booked a one-way ticket to Thailand and started my journey with the aspiration of creating world-class online B2B sales training all while living a digital nomadic lifestyle.

And since then, I’ve traveled to many countries while creating programs training over +30,000 students in over 150 countries.

And over time, it became clear that no matter what country you’re from, what your background is, or whether or not you think you have the talent to sell...I’ve found that sales is a skill anyone can learn... See full profile

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Transcripts

1. Sales Excellence - How to become a Great Salesperson Intro: everybody. What is going on? Is Patrick doing here now? In this course, you're gonna learn how to become a great sales person and achieve sales excellence. Some when it comes to sales, most people focus way too much on the strategies and tactics of what to say and what to do . How many times have follow up and things like that. So in this video, instead of going into the tactics, I'm gonna show you the high level mindsets that you need to have in order to become successful in sales and for a class project. Go ahead and share your number one take away that you got from this course that you can apply to your sales right away. So if you are excited to learn the top three strategies on exactly how to develop the right mindset for sales success, I'm gonna see you inside in this course 2. Sales Excellence - How to become a Great Salesperson: Now people always ask me all the time. Patrick, how do I become a great sales person? And they always ask me, What books should they read? What should they do on a day to day basis and what kind of strategies and tactics they should be learning now? Although all these things are great, in my opinion, to become a sales person aren't actually any of these strategies and tactics. It's all about developing the right sales mindsets. Now, if you want to be good at sales, they're honestly a lot of things that you can learn out there, what to say, what to do, How many times have follow up and things like that, and most people actually focus on the's strategies and tactics. But honestly, after being in sales myself and coaching thousands of people across the world, the thing I've realized is that to actually become a great sales person starts from the mindset because if you don't have the right mindset, none of these strategies and tactics are gonna work. However, if you do have the right mindset, suddenly everything starts to click. So in this video I'm gonna show you the top three sales mindset to achieve sales excellence . Now, the first sales mindset that we're gonna cover is attitude, and your attitude basically determines how you do everything. So let's go ahead and just define what attitude means. Attitude is a way of thinking or feeling about someone or something typically reflected in a person's behavior. So essentially, what that means is that how you feel about something or how you feel about your seals job will influence your behaviors and actions that you do on a day to day basis. So I'll give you an example of this. Back when I was starting my sales career working at a large company, I remember I had to cold call every single morning. Now I remember when I first started right there are already people working in this office and ah, lot of people actually came to the office really late, and they would get a cup of coffee and chat around and basically just hang out for 30 minutes before they even made their first call. So not only were they late, but they were starting work even later, and when they made those calls, they had this attitude that nobody wanted to talk to them and that they weren't going to get any sales. So they were just comfortable collecting a salary without generating any commissions. Right? And at a large company, you kind of can get away with us. So this was obviously a bad attitude. Because if you don't even believe that you can sell anything and you're just relying on this salary, then you're not going to get any results. And so their attitude of not believing that they can actually sell this product. And I even believe in the product itself reflected in their everyday behavior and coming in late to work every day, just hanging out. You can coffee talking to co workers and you know, that's obviously not the right sales mindset. You need tohave four sales excellence now on the reverse in. When I started, there were other people who were actually hardworking, and I tried to pick up the right habits from these people, and these people and I would put myself in this bucket would come in early, you know, get ready to make their phone calls and then really just start on time or start early and show up day after day after day until they get the results they're looking for and personally for me. When I started to make my first cold cause, I would not only come in early, I would, you know, stretch and warm up and warm up my voice like la la, la, la, la, la, la And then when I would make my calls instead of thinking, Oh, you know, nobody wants to buy my proctor Siris are products not competitive Instead of thinking negatively like that? I had a positive attitude. I thought anybody that I call today is going to be lucky because I am going to help their business right. So instead of having a negative attitude and believing that cannot help anybody, I totally flipped it around and said, Every single person that I call call today is blessed because I'm going to call them and I'm going to help their business. Now, not everybody is going to say yes, and we'll by my products and services. However, by having that attitude, it really does increase your chances of success and your chances of people actually doing business with you. And if you do this for a long period of time, Obviously, you're going to be much more successful than the people with a negative bad attitude. So your attitude influences your behavior in what you do on a day to day basis. And so that's why if you don't have the right mindset and the attitudes to succeed in sales , obviously you're not going to do the right things day to day to actually get the job done. Now the next sales mindset tip that we're gonna cover is actually going to be your ability to learn. Now here's the thing. Most people believe that once they learn a special sales methodology up, they can just go out there and start closing deals like crazy. And the truth is, that's actually far, far, far from the truth. Doesn't matter how great of a system you learn. There's no replacement for going out there doing the work, getting experience and reflecting on what you can do better. And I found the best salespeople are the ones who are willing to learn. Now here's the thing about people, a lot of people out there, not just salespeople, but in everyday life. They're very stubborn. Toe learn, right, And when things don't go their way. They typically will blame external factors to why things in a goal, right? So, for example, during my sales career, I remember people, you know, losing deals right, and they would say, like, Oh, I lost this deal because the customer doesn't understand what we are selling or they'll say I lost his deal because our products not competitive right and just making excuse after excuse after excuse. Although thes things may be true, like the customer doesn't understand the product or the products I even competitive. The thing is as a sales person, and if you really want to improve, you have to put the responsibility on yourself. And so instead of saying, Hey, the customer doesn't understand what we're selling right, they're not tech savvy. For example, if you're selling a technology product, you could say, What can I do Better to simply explain what our product and services do so that someone who is not technical can understand it. So as you can see here, we're totally flipping it. Instead of blaming other people for why we're not generating sales, we put the responsibility on ourselves and we are able to control the desired outcome that we're looking for and that is the close, more deals. So when you go out there and you start selling rights, some deals that you're gonna lose some views you're gonna win. But you always need to reflect back and think, OK, what could I have done better next time? How should I prepare better next time? Maybe I should try a different approach to maybe increased my conversion ratio in close more deals, Right? Because if you don't have this learning minds of constantly improving, how can you become a great sales person? Right, Because if you're not doing this, you're literally stagnant and you're not getting better at all. And some people, maybe they might start out pretty decent at sales anything. Oh, I'm doing better than average, and they'll just continue the crews. But if you want to achieve sales excellence, no matter where you're starting, whether it's the bottom or the top, you have to be able to admit when you're not doing as well as you should learn from your mistakes and then continue to improve over time. And if you do this, you know, basically every working day, obviously you will achieve sales excellence over time. And another thing about becoming great at sales. You know, you might be sitting here watching this video and you might think like, Hey, you know, maybe you're not a sales natural. And to be honest myself, when I was growing up, especially as a teenager, I was extremely socially awkward, right? And you might be watching this video and you might think, Oh, pattering is the SEALS guy. He's like, very energetic and blah, blah, blah. But, you know, a couple years ago and are not too long ago, that was far from the truth. I was very shy, very awkward. And if someone said that I was a sales person, they would probably just laugh at me. But the thing is, I practice over time and I got better and better, right? So I recited recording my presentations, started recording my cause, it listening to them again, getting that feedback and just trying to improve day after day until I got to the point where I am now. So you know, whether you are really great sales right off the bat, really good of communicating. Or maybe you're not so great. But you would like to be. I just want you know that if you continuously improve and you practice and you get that feedback and you learn from it, you can get to wherever you want to go, because that's just the natural cycle of improvement. So as long as you have the willingness to learn and you're not stubborn and you're willing to admit when you're wrong or you're you're willing to admit that you can improve, then you will obviously get better at sales. If you really put in the work now, we're gonna go into the seals mindset and number three, and that is having good intentions. Now when it comes to sales, people can feel whether you mean well for them or not. And I'll give you an example. You know, I got a sales coaching consulting business, right? And I remember somebody cold message me. I'm linked in asking me for a meeting, and they said that they could help me generate more business, right? And so I'm like, Alright, sure, if you can help me make more money, I'm willing toe have a conversation with you. So this person basically made all these huge promises. They're like, Oh, I'm gonna make you so much money. And all you have to do is pay me this fixed fee and the thousands of dollars, right? And I was thinking, Hey, maybe this is not bad deal, because I pay him a couple 1000. He makes me way more than that. Okay, now, here's the thing. I thought about it, and I kind of felt like his offer was too good to be true. If he can actually promise those results, why is he asking for so little? Right, So it was kind of if he and I kind of felt a little funny, right? And I felt that he didn't have good intentions. So I said, OK, look, instead of paying you a fixed fee like you, you want up front. How about we just do a revenue share and I give you a percentage of the profits? Okay. And so the way I did the math was that so whatever he asked for right by me, offering a profit sharing, then I would actually pay him five times as much. And all he has to do is do the exact same work and deliver on the results that he promised , and this person came back to me and he made excuse and said, Oh, I can't do that because it's too confusing for my accountant and you just made up an excuse . So obviously, something's really fishy here, right? Like, you know, I had the feeling that he was just gonna take my money and run and not do any of the work, especially if he is unwilling to do profit sherry and five times amount of money he could make for me if he delivers the results. So obviously I felt his intentions were not right, and I felt like he was scamming me. Okay, now, when it comes to you guys and when you're selling something, it's the same thing. If you are trying to sell something that you don't believe in, people can fuel it. If you're selling a bad product, let's say you working for another company. Um, people can tell, and it's very difficult to trick someone to buy a product or service right, and at the same time as a sales person, you don't feel good doing that. However, if you truly believe in your product or service or whatever it is that you're selling. And you really do think that if someone buys it, their life is gonna be so much better, whether it's their personal life or their business life, then people are going to feel that right? So whether you have your own business or you're working for another person, if you really believe in the product to the bottom of your heart, you're gonna be able to communicate that to somebody else. And they're gonna feel your energy, your passion, and they're going to trust you because you have so much conviction in what you're saying, assuming that your products services actually good, right? So when you have those good intentions, not only do people feel it, but any time you come into objections or any type of complication in the deal, you're easily going to be able to overcome them because you believe in your product so much and you believe that you could help this person, you're gonna be able to just jump over any type of obstacle. However, if you don't have good intentions and you're basically scamming someone or selling something that you don't believe in, it's gonna be hard to candles. These objections, because you don't even believe in the product yourself, So why should someone believe you? But if you have the good intentions and you really want to help someone out and by helping them out, you're actually helping yourself out as well, Because you're earning commission right? It's a win win scenario, and people can feel that authenticity and your sales success is just gonna sky rocket and come full circle about that guy who try to scam me, right? Actually checked up on him right before I was making this video, and his linking account is completely deleted. So that's really fishy, Because why would you deplete your linked in account unless you're scamming people, right? And, yeah, you know, intentions. People can really feel. And, you know, here's the thing about sales. It's like a lot of people feel that sales. It's sleazy and slimy. And to be honest, it's only like that if you make it like that. But again, if you believe in your product and you really want to help people and make their lives better than sales is one of the best professions to be and write your job is to literally help people, but you got to make sure that whatever it is you're selling, you really do believe that it will help another person That said, those are gonna be the three sales mindset tips to achieve sales excellence. Sorry with your attitude. Then we went into the your ability to learn, and finally we talked about having good intentions. If you have these three elements, your sales success is pretty much inevitable. So lastly, in the comments, let me know what's one actionable take away that you got from this video. Because I'm really curious to learn what kind of value you're getting so I could make more videos to help you guys out as much as I can. So that said, my name's Patrick Ewing, and I'm going to see you guys in the next one. 3. Next Steps: Now, if you're getting any value out of these courses, make sure to leave a positive review. Sharing your experiences. I read every single review, and I really do appreciate your feedback. And if you want to see more videos like this, make sure to follow me on skill share so you could be notified on when I release my latest courses.