Cloudshare Logo
  • Solutions
    • Hands-on Training
      • Instructor-led Training
      • Self-paced Training
      • Software Training on Public Cloud
      • Events
      • Technical Certifications
    • Sales Enablement
      • Sales Demos
      • POCs
      • Sales Demos & POCs on Public Cloud
      • Self Service Trials
    • MORE USE CASES
      • Channels
      • Support
      • Sandboxing
      • Cybersecurity
  • Learn
    • Technology
      • Infrastructure
      • Virtual Labs
    • Integrations
      • CRM
      • LMS
      • SSO
      • REST API
    • Resources
      • Case Studies
      • eBooks
      • Webinars
      • White Papers
      • Brochures
      • Videos
      • Software Training Budget Calculator
    • Virtual Labs Glossary
      • Virtual Training Resources
      • Sales Enablement Resources
      • Sales Engineer Resources
      • Virtual Labs for AWS
      • Virtual Labs for Microsoft Azure
      • Virtual Labs for Google Cloud
  • Company
    • placeholder
      • About Us
      • Executive Team
      • Board
      • Media & News
    • placeholder
      • Press Releases
      • Careers
      • Community Login
  • Blog
  • Pricing
  • Login
  • Book a Demo
Book a Demo

The 4 Steps to Achieving the Right State of Mind of a Great Salesperson

To get articles like this free in your inbox, subscribe to our newsletter.

By Danielle Arad - May 25, 2016 / Sales Enablement

Salespeople don’t have the best reputation. Most customers have learned to approach you with caution, wary of a scam or at least of a bias toward making money rather than providing the best possible solution to a pressing need.

This poor perception can and should be changed overtime and you can help by abandoning guilty or uncomfortable thoughts of yourself as a salesperson and getting into the right state of mind for success.

But how do you break out of the cycle? How do you learn to dismiss judgement of you as a salesperson just because of the job title? Well, according to Forbes contributor, Erika Andersen, there are four simple steps that will you perform the mental acrobatics required to see yourself in a new light, which will eventually lead to greater success.

  1. Firstly, says Andersen, it’s important to establish how you currently perceive yourself and your job as a salesperson. What words come to mind when you think of your work? As we will see, salespeople play an honest and critical role in matching the right product with the right customer, providing benefit to everyone rather than pushing an unhelpful product on a skeptical client for the sake of making money.
  2. Pay attention to the words that come to mind. Andersen suggests that what you’d like you hear in your head, as a salesperson, are words and phrases like “helpful, partner, problem-solver, relationship builder, mutual benefit.” But many of you may hear instead “rejection, pushy, fake, annoying, unwanted, manipulative, scary,” and it’s ok. These thoughts are based on generations of built-up misconception and poor experiences with bad salespeople or judgmental clients.

However, as someone who wants to break this cycle, it’s time to face your thoughts and continue on to step 3.

  1. It’s time to discard the discouraging thoughts about yourself and replace them with something more positive and supportive. As Andersen states, it’s important that the new perception you aim for be positive, but one that also feels true to you. There’s no need to lie to yourself or force yourself to believe that your product is the best product for everybody under any circumstances. This kind of determination sounds positive, but will eventually lead you to a brick wall and help feed society’s poor outlook on salespeople.

Instead, think to yourself, “I have a great product that some people will find useful. If people don’t want to buy it, it’s no reflection on me.” There are many reasons you may face rejection as a salesperson, and most of them are connected to the product and the customer’s circumstances rather than some flaw in you or your approach. While it’s your job to help a potential client see why your product fits his or her needs (if it really does) there isn’t much you can do if they are convinced otherwise.

  1. The last, and perhaps most difficult step is to embed these new positive thoughts into your approach on the job. Mostly, this requires that you simply remember your supportive mantra and repeat it to yourself when you start doubting yourself and your abilities or the product you are selling.

Perhaps salesperson is a poor job title. After all, your job goes well beyond making a sale. Your job is to connect the right customer with the right product. Following these four quick steps will guide you to the right frame of mind to perform this task.


What you should do next…

1. Subscribe to our newsletter:

Subscribe to our newsletter below for the latest news, advice and thought-leadership for software professionals. Or visit our blog to browse our most recent articles.

2. Learn how virtual labs can grow your business:

To learn more about how CloudShare helps software organizations grow revenue, increase efficiency and improve quality, visit our resources page. You’ll be able to browser dozens of valuable white papers, eBooks, webinars, case studies, and brochures.

3. Get a FREE, no obligation demo:

Discover just how easy it is to create your cloud environment—in minutes! One of our friendly virtual labs experts will be happy to:

  • Show you the platform in action
  • Calculate pricing for your business
  • Set you up with a 14-day free trial
  • Answer any questions you have
  • No pressure or obligation

GET A FREE DEMO

Subscribe to our newsletter

CloudShare will store and process your personal data as described in our Privacy Policy.  You can opt out at any time.

CloudShare US
691 S. Milpitas Blvd, Suite 212
Milpitas, CA 95035, USA
Contact
CloudShare Israel
7 Jabotinsky St.
Ramat Gan, Israel
Contact
CloudShare Australia
152 St Georges Terrace
Perth, WA, 6000, Australia
Contact
  • Solutions
    • Virtual Training
    • Sales Demos and POCs
    • Support
    • Sandboxing
    • Cybersecurity
  • Technology
    • Overview
    • Infrastructure
    • Virtual Labs
    • Template Library
    • Ravello End of Life
    • Status
  • Training
    • Instructor-led Training
    • Self-paced Training
    • Software Training on Public Cloud
    • Technical Certification Programs
    • Events
    • Customer Education & Training Resources
  • Sales Enablement
    • Sales Demos
    • POCs
    • Sales Demos & POCs on Public Cloud
    • Self Service Trials
    • Sales Enablement Resources
    • Sales Engineer Resources
  • Resources
    • Case Studies
    • eBooks
    • Webinars
    • White Papers
    • Blog
    • Virtual IT Labs Glossary
  • Virtual Labs Blog
    • What to Accomplish in Your First 90 Days As a Director of Sales Engineering
    • Measuring Success Across the Customer Lifecycle: Key Metrics
    • The Top 10 Sales Enablement Podcasts of 2023: Our Full List

Privacy policy|

Careers|

© CloudShare, Inc © 2007-2025

See CloudShare in action

Schedule your free demo now

CloudShare will store and process your personal data as described in our Privacy Policy. You can opt out at any time.