Focus on the Sales Process, Not the Outcome

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive deep into the concept of negativity bias and its impact on sales performance. Joined by Jim “Pouli” Pouliopoulos, a seasoned sales management facilitator and author of "How to Be A Well-Being," the conversation explores the roots of negativity bias, its evolutionary significance, and practical strategies to counteract it. The hosts emphasize the importance of focusing on the sales process rather than fixating on closing deals, offering valuable insights for sales professionals looking to enhance their mindset and performance.

KEY TAKEAWAYS

[00:00:57] Understanding Negativity Bias: Jim explains negativity bias as a hardwired human tendency to interpret external events negatively, rooted in evolutionary survival instincts.
[00:02:25] Impact on Sales: The hosts discuss how negativity bias can adversely affect sales professionals, leading to self-doubt, fear of rejection, and a negative spiral in their approach.
[00:03:27] Counteracting Negativity Bias: Jim suggests countering negativity bias by training the brain to focus on positive aspects daily, cultivating gratitude for small things.
[00:06:28] Shifting Focus to Process: The conversation shifts to the idea of focusing on the sales process rather than fixating on closing deals, emphasizing the importance of controlling what can be controlled.
[00:08:13] Empathy in Sales: Jim advises sellers to approach conversations with empathy, asking, "How do I help this person right now?" instead of being overly concerned about closing deals.
[00:09:21] Managerial Support: The hosts discuss the role of managers in fostering a positive mindset, encouraging them to shift their focus from demanding closed deals to understanding and supporting the seller's efforts to help their clients.

HIGHLIGHT QUOTES

[00:01:20] "Negativity bias is hardwired into us; it gave us the tools to evolve, but we need to recognize and manage it in sales."
[00:03:45] "Training our brains to focus on daily positives can counteract the immediate negative interpretations of events."
[00:07:53] "Instead of fixating on closing deals, ask, 'How do I help this person?' – it leads to better questions, rapport building, and positive outcomes."
[00:09:21] "Managers play a crucial role; shifting focus from closing deals to understanding and supporting the seller's efforts leads to better results."

Listen to the full episode with Jim “Pouli” Pouliopoulos through this link:
https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-sales

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

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