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  • Duane Cashin

Master Your Inner Game and Watch Your Sales Performance Soar




In this tip, I’d like to share with you some ideas on how to achieve your personal best performance through mastering your “inner game.”


I’m referring specifically to your mindset and your beliefs when it comes to being a success in business and sales.


I continue to find it fascinating that, with some exception, of course, it’s rare to see a sales team with over 50% of its reps at or over quota.


This raises the question: Is it because of a lack of good books on sales techniques?


​Is it because there’s a lack of training on how to establish rapport? Or how to create and ask great probing questions to qualify a prospect? Or how to effectively present your solution, articulate value, and close the sale?


No, that’s not it at all. In fact, there are hundreds of excellent books on sales and a good number of them have been available for many many years.


So what’s preventing literally half of all salespeople from achieving the success they desire?

Well, it comes down to their belief system.


It comes down to two things really: How hard can you push yourself before you’ll quit? And, how much rejection can you endure before giving up?


Top performers are driven by the desire to perform at the highest level that is possible for them “personally.” This is an important distinction. They avoid comparing themselves to others and they compete with themselves.


Yes, they learn from the great ones, absolutely. But they realize their personal success will come by building upon THEIR previous best performance. Not another person’s performance, their personal performance. This mindset maintains their focus and fills their tank with the energy to keep on keeping on!


Peak Sales Performance is accomplished through many small steps.


It’s accomplished by pushing yourself to make small advancements in your performance every day and every week.


Over quota performers are driven by this challenge and as result, over the course of their life, they continue to expand upon their skills and abilities.


This desire, and never-ending effort, build a level of mental toughness that is noticeably greater than the masses. And this is why they succeed.


Top producers are committed to constant personal and professional growth. I know it’s an overused statement, but it’s a fact.


Mediocre performers believe learning is successfully completed when they graduate from either high school or college. Champions realize graduation or “commencement” is the beginning of the road of growth, not the end. It’s a mindset. It’s a belief. And, it becomes a way of life.


While amateurs avoid risk, embarrassment, and rejection at all costs, the great ones are always looking for ways to improve and gain a competitive edge.


They’re willing to try and fail over and over. Basically, they’re willing to fail their way to success.


Michael Jordan is quoted as saying: “I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game-winning shot and missed. I’ve failed over and over and over again in my life. And that’s why I succeed.”

Jordan also said: “I can accept failure, everyone fails at something. But I can’t accept not trying and giving up.”


Average people attempt to win while simultaneously trying to avoid pain and discomfort; champions give it absolutely everything they have with little or no concern about failing. They know it’s an integral part of peak performance. It’s just the way it is.


By the way, everyone feels fear. It will never completely go away.


Champions have programmed themselves to manage their fear. They’ve learned to feel the fear and move forward anyway. A great book you might want to read is: “Feel the Fear and Do It Anyway” by Dr. Susan Jeffers.


Average performers don’t understand the role failure plays in success. They are not aware of the fact that top performers have failed far more than the dreamers.


The feelings of fulfillment, satisfaction, and calm that top producers experience don’t stem from their successes, but from the pride of the growth that occurred along the way.


Push yourself, primarily in the area of prospecting. Put yourself out there. Subject yourself to massive rejection. Learn to cope with the rejection by becoming mentally tough.


Understanding and learning to accept the role rejection and failure play in our success is the secret to your growth and accomplishment. Learning to master your inner game is the key to consistently having feelings of fulfillment and attaining financial success.


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