One of the biggest questions surrounding our society right now is; when will we get back to normal? No one has an exact answer to this question, but it looks like we’ll be practicing social distancing and wearing face masks for a long while.
There’s a lot of uncertainty in our lives and our careers right now. Will we be able to take a vacation this summer? Can we celebrate our birthdays with a big party full of friends and family? Will the tradeshows we plan to attend in the summer and fall still happen? With so many questions and so few answers, it’s easy to fall into a negative mindset. We’re writing this article today to encourage you to push away the negativity and focus on the positive instead. Maintaining positivity in your personal life and your career can help you find peace and success.
Let’s review one type of positivity that will be especially helpful for your sales strategy during this time. It’s called “the abundance mindset”, and its roots can be traced back to an adage you probably already know.
Glass Half-Empty or Glass Half-Full?
You are probably familiar with the question, “is the glass half-empty or half-full?” Technically, either option is correct, but you may see it as half-full while your colleague insists it is half-empty. The answer to this question is completely based on your perception of the glass and its contents.
Your sales pipeline can be perceived in a similar way. For example, when you have multiple prospects moving through at an uninterrupted pace, you may perceive your pipeline “glass” as half-full. This positive perception is also known as an ‘abundance mindset’.
On the other hand, if prospects keep getting stuck in the pipeline after a first call or meeting, you may perceive the pipeline “glass” as half-empty. This negative perception is also known as a ‘scarcity mindset’.
Focus on Abundance, Not Scarcity
During these challenging times, you may be tempted to adopt the scarcity mindset. Many small business owners are struggling because they have been forced to close their doors while the country deals with COVID-19. This might mean you are hearing more “I just can’t commit to that right now” responses than “this is what my business needs” responses. It’s easy to get caught up in the whirlpool of “no”, become discouraged, and feel like closing deals is hopeless right now. This is the scarcity mindset creeping in. The problem with this mindset is that it causes you to focus on preservation instead of growth, which can lead to missed opportunities.
As you may have guessed, an abundance mindset is the exact opposite of the scarcity mindset. When you embrace the abundance mindset, you are no longer limited by what you lack. Instead, you can focus on turning disadvantages into advantages and appreciate what you already have.
How to Embrace the Abundance Mindset
Here are three tips on how to cultivate an abundance mindset:
1. Seek New Angles and Solutions for Your Customers
Your traditional sales pitch may not be the right way to grab your customers’ attention right now. Don’t let this intimidate you! Instead, use this as an opportunity to examine new conversation starters and different ways to pitch your products and solutions. Being able to pivot your strategy to meet the customer where they are is an important part of sales, and a key to embracing the abundance mindset.
2. Be Attentive, Generous, and Kind
When you call on customers and ask how they’re doing, don’t be surprised if the answer is “I’ve been better.” It’s no secret that times are tough right now for everyone. You may not feel like this call will go much further, but now is not the time to give up! This customer has just indicated that they are having a hard day. You can make a difference for them by offering your full attention, kindness, and knowledge. You never know where the conversation may lead. Remember – when you give more, you receive more.
3. Focus on Gratitude
Being grateful allows you to appreciate what you have right now. Plus, gratitude can reveal resources and opportunities that may be hidden right in front of you. It’s important to stay in the abundance mindset for your customers and yourself. And remember, positivity is contagious! Your positive attitude and energy can brighten someone’s day without you even realizing it.
Especially in these challenging times, your mental attitude will influence your work and overall health. Therefore, it’s important to make mental health a priority! The abundance mindset is one approach you can use to stay focused on positivity. Click here to read more on this bright topic.
Mental Health Resources for Ohioans
If you or someone you know is suffering from stress related to COVID-19 or isolation, please know that help is available. The Ohio Department of Mental Health and Addiction Services has a dedicated support hotline, available 24/7 at 1-800-720-9616.
For more mental health resources, please visit the Ohio Department of Health’s website by clicking here. Or, visit your state’s health department website to find information on resources available in your area.
Stay positive and stay well!