The Psychology of Salespeople by Umar Hameed
Have you wondered what separates A-players from the B-players in a sales organization?
A-players are few in number and they generate a lot of sales. B-players know how to sell but never achieve greatness. The question is what blocks B-players from being exceptional, it's Mindset. This podcast is about the psychology of salespeople.
- We have anywhere from 50,000 – 100,000 beliefs that define who we are
- Our beliefs control our behaviors, So to change a behavior you have to change the underlying belief
- Mind training is the new frontier in sales enablement
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
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Umar Hameed, the host of the No Limits Selling Podcast, discusses the psychology behind salespeople and the importance of mindset in achieving sales success.
The Power of Mindset
Umar shares a story of a successful salesperson who felt blocked from achieving higher sales figures despite his capabilities. Through a technique from neuroscience, Umar helped him identify a limiting belief from his childhood that affected his self-worth and sales performance. Once this belief was addressed, the salesperson's performance improved dramatically.
Umar emphasizes that mindset plays a crucial role in sales performance. He shares an experience from a conference where sales managers identified two main areas where salespeople struggle: getting appointments and closing deals. Despite billions spent on sales training, many still struggle due to mindset barriers.
Sales Performance Categories
Salespeople can be categorized into A players (exceptional), B players (good but not great), and C players (placeholders). The skills between A and B players are almost identical, but the difference lies in mindset. A players possess more drive, determination, and tenacity.
The Psychology of Salespeople
Umar delves into the human psyche, explaining that our beliefs, formed mainly during childhood, shape our worldview and behaviors. To change behaviors effectively, one must address the underlying beliefs.
Three Main Barriers to Sales Success
Umar delves into the intricate psychology of salespeople, highlighting a salesperson who, due to a limiting belief formed in childhood, found it challenging to ask for referrals. He also shares the story of a woman who faced inconsistent performance because of her inner conflict regarding her sales capabilities. Furthermore, he discusses a salesperson conditioned to avoid cold calling because of negative associations, but with the help of Neuro-Linguistic Programming, this response was transformed to encourage positive actions.
The future of sales lies in mind training. With advancements in neuroscience, there's a deeper understanding of the human brain, allowing for more effective training methods. Umar encourages listeners to explore mind training as a tool to enhance sales performance and invites them to his website for free resources.
Questions & Answers
Who is Umar Hameed?
Umar Hameed is the host of the No Limits Selling Podcast and an expert in the psychology of sales. He delves deep into the mindset of salespeople, helping them overcome barriers and achieve their full potential.
What is the main focus of this particular podcast episode?
This episode centers on the importance of mindset in sales performance. Umar discusses how limiting beliefs, inner conflicts, and conditioned responses can hinder a salesperson's success.
How does mindset impact sales performance?
Mindset plays a pivotal role in determining a salesperson's success. Umar emphasizes that while skills and training are essential, it's the underlying beliefs and attitudes that often dictate performance.
How can one overcome these barriers?
Umar suggests using techniques from Neuro-Linguistic Programming (NLP) to address and change these deep-seated beliefs and behaviors. By understanding and reprogramming the mind, salespeople can achieve better results.
How does Umar's approach differ from traditional sales training?
While traditional sales training focuses on skills and techniques, Umar's approach emphasizes the importance of mind training. He believes that understanding and changing the human psyche is the key to unlocking exceptional sales performance.
Why is mind training considered the new frontier for sales?
With advancements in neuroscience and a deeper understanding of the human brain, mind training offers a more effective method to enhance sales performance. It addresses the root causes of performance issues, making it a game-changer in the sales industry.
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