Sales & Marketing

SUCCESSFUL SALES MINDSET: New Thinking = New Results


New Thinking = New Results

Written by Rhonda Wagner, Sales Consultant

October 30th, 2017

It is a common thing to get to a point in your sales or business career where you come off as stale, ‘salesy’ and not very authentic. You can lose the excitement and curiosity of finding really qualified prospects. After all, we sales people mostly repeat the same things every time we see a new customer, right? But it doesn’t have to be that way.

Take a look at the table below and think about your current selling mindset. How would your selling behavior change if you changed the way you approached sales? Would you be more excited? Could your voice, words and even facial expressions become more unique to the situation and not canned?

Old Sales Mindset

Always start out with a strong sales pitch.


New Sales Mindset

Stop the sales pitch. Try a conversation. Your goal is always to close the sale.


Your initial goal is always to discover whether you and your prospect are a good fit. When you lose a sale, it’s usually at the end When you lose a sale, it’s usually at the of the sales process.beginning of the sales process. Rejection is a normal part of selling, so get used to it. Hidden sales pressure causes rejection. Eliminate sales pressure, and you will maintain control and never experience rejection.  Never chase prospects. Instead, get to the truth of whether there’s a fit or not.  When prospects offer objections, try to validate them and then reopen the conversation.

Keep chasing prospects until you get a yes or no. When prospects offer objections, challenge and/or counter them. If prospects challenge the value of your product or service, defend yourself and explain its value.

 Never defend yourself or what you have to offer. This only creates more sales pressure. Ask questions.



About RHONDA WAGNER, Sales Coach and Trainer

Rhonda Wagner with over 20 years in field sales and territory management, she has

successfully increased sales 20% year over year and repeatedly exceeded new account goals.

As a coach and sales consultant, Rhonda Wagner uses real life experiences that helped to win

contracts with hard to get into companies like: Coca Cola, Gallo Winery, Clorox, Del Monte, to

name a few. As a motivating trainer and insightful coach, Rhonda believes that you must

understand how you are perceived in order to build trust.

If you’re ready for better results, contact Rhonda about personal coaching or team training at 1-

323-931-5819 or e-mail Visit Rhonda online at Badassery

Business Solutions at

Rhonda Wagner, BA Sales Consultant


323 931-5819

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