Looking at the different training tactics and philosophies the best coaches & athletes in the world use to have peak performance. Then looking at what Sales Pros can learn to help leverage mindfulness to close more customers.
Value Proposition canvas- Customer needs and pains
How Professional Athletes Train Their Minds & What Sales Pros Can Learn
1. #INBOUND16
PROFESSIONAL
ATHLETES TRAIN THEIR
BRAINS FOR PEAK
PERFORMANCE & HOW
SALES PROS CAN TOO
Exploring Mindfulness Strategies To
Close More Customers
Jordan Benjamin
Senior Partner Strategist,
Yoga Instructor, Sports Fanatic
@JBenj09
2. #INBOUND16
1. Why Are We Here?
2. My Story
3. What Sales Pros & Pro AthletesHave in Common
4. How Do Professional AthletesTrain their Brain?
5. Recap
WHAT ARE WE GOING TO COVER?
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Sales Training Tactics & Methodologies
• SPIN Selling
• Challenger Sale
• Sandler Training
• Jill Konrath- SNAP Selling
• Value Based Selling
• Conceptual Selling
• CustomerCentric Selling
• Consultative Selling
• Target Account Selling
• MEDDIC
• Strategic Selling
• Ben Franklin Close
• 1-10 Close
• Question Asking
• Closing
• LAER
• Sharp Angle Close
• Ben Franklin Close
• The Porcupine
• Role Play
• Call Reviews
• Level With Me
• Direct Close
• Active Listening
• Carnegie Selling
• Action Selling
• Brian Tracy
• Tony Robbins
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1. Perform at our best
2. Competing
3. Need to bounce back, be resilient
4. Be in the moment
5. Aware
6. Focus
7. Clarity in our decisions
8. Team
9. PROFESSIONALS
What Traits & Skills Do We Share?
27. #INBOUND16
“Stoicism is the distinction between what you
can control and what you can’t,” Holiday said.
“That’s probably the hardest idea of pro
sports—that you have to detach yourself from
the results and focus exclusively on what you
do and do it well. You can’t get mad about
missing the shot, or losing a game, or calls
that went against you. You have to focus on
what you were supposed to do and whether
you did it right.” – Ryan Holiday – The
Obstacle Is The Way- Sports Illustrated
Stoicism
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1. Tough Day, Week, Month, Quarter
2. Not enough leads from marketing
3. Prospects don’t want to buy
4. Product isn’t good
5. No Sales Training/Process
6. Bad Territory
7. Cheaper Competition
8. Economy
9. We’ve talked to them before
How Can Sellers Use This?
30. #INBOUND16
Douglas told ESPN in June that she
visualizes each routine before it
happens to mentally prepare herself to
deliver a perfect performance. When
trying out for the 2012 Olympic team,
Douglas said “I visualized the floor
set I wanted to do, and then I went out
and hit the best floor routine of my
life. It proved to me just how
powerful my mind can be.”
Visualization
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• Charles Duhigg- The Most successful people build mental models in advance- set
the brain to be pre-wired for success
• Call Prep
• Walk through the questions you want to ask
• Anticipate potential answers and responses
• Be aware of potential challenges
• Mentally go through your demonstration
• Visualize the outcome of the meeting- Handshake, Next meeting set, Signed
agreement, Clear next steps
• Before your day starts- Visualize the meetings you will have
How Can Sellers Use Visualization?
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1. Search for No’s
2. Not Win or Lose à Win or Learn
3. What can I learn from this? Learning happens with resistance and tough times
4. Find the small things you can appreciate/be grateful for
5. What can you control?
6. Do Your Best
7. The obstacle is the way
8. “Just Breathe”- Coco Crisp
How Do We Stay Buoyant?
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1. Increased Concentration- 16% point increase on GRE Scores
2. Reduced depression, anxiety & stress –MBSR
3. Decreased Blood Pressure
4. Reduce pain intensity by 40%
5. Improved Neuroplasticity
6. Increased Gray Matter in the brain w/ 40 mins of meditation per
day
7. Slow down aging of the brain
Benefits of Meditation
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1. Resources for People to Explore on their own (Books, Apps, etc.)
2. Start meetings with 1 minute of silence
3. Remove distractions from meetings (no computer, phone, etc)
4. Bring in a coach to work with the team
5. Build a routine
6. 1 Breath before a call, 1 Breath after
7. Offer a designated quiet space in the office
Integrating Mindfulness At The Office
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1. Train Your Brain
2. Be Stoic- What Can You Control RIGHT NOW?
3. Next Play
4. Do Your Best / Do Your Job
5. Visualize Success & Go After It
6. Buoyancy
7. Use Mindfulness- Attunement/EQ, Clarity, Focus, Be Present
8. And By The Way- It can help you at home and outside of work too J
Use Mindfulness To Move to The Next Level
