In sales, mindset can be a make or break.

Imagine a big ass dig holding thousands of tons of water. Then imagine the dig has a super tiny hole.

You can’t even see it. But the water can. And it will start pushing against the hole until the dig is unravelled.

You are the dig. Sales is the water. The hole is your weaknesses.

Selling will push against your worse weaknesses. If you don’t address them, you will break.

Most people think it takes a specific type of person to sell. It doesn’t.

There are millions of successful sellers. And all have a slightly different style.

However, they all have one thing in common: The Sales Mindset.

In this article, I’ll dispel the mystery.

You’ll learn clear (not simple) steps to develop that mindset.

You won’t build this overnight.

But you can if you work on it consistently.


You’ll read about the following:

  • Growth Mindset
  • You win, or you learn
  • Dealing with rejection
  • Routine


You can either have a growth mindset or a fixed mindset.

A fixed mindset entails you see yourself as having a fixed skillset.

An example would be, “I’m not a good singer”.

You establish that you are unable to change.

A growth mindset entails that you are capable of change.

“I’m not good at singing yet”.

If you ever utter statements like the first one, you limit yourself.

Everyone is capable of change, especially when it comes to skills.

Will you be the next Freddie Mercury? Unlikely.

But can you get good enough not to break glasses at karaoke?


(Although, please never ask me to sing).

The first step in developing an unbreakable mindset is adopting a growth mindset.

You may not be the done deal.

Who cares?

But you can improve.

If you find yourself using fixed-mindset statements, challenge them.

Your brain will perform better if you believe you can.

Sales success is built on smaller bricks.

Cold calling, emailing, social selling, objection handling etc.

You may suck as one of the building blocks.

It doesn’t mean you’ll suck at it forever.

Action: Think about a fixed-mindset belief you hold and challenge it.


Life rarely goes the way you’d like it to.

More often than not, things will go wrong.

Especially when you’re learning something new.

Your first 100 cold calls will suck.

Your first 100 cold emails will get no response.

Your first 500 LinkedIn messages will be ignored.

(Yes, LinkedIn has been quite tough for me 😅).

Whether things will go wrong is never the question.

You can’t actually control that.

The real question is how you will react to failure.

Things will go wrong.

What can you learn from them?

The only person who can control how you feel is you.

Will you let failure be a burden or a lesson?

Studies conducted on successful people point to one commonality:

Their ability to get back up once knocked on their asses.

It’s ok to feel like shit when things go wrong.

We all get there.

Allow yourself a few minutes of m(s)adness.

Then pick yourself back up.

Action: Write down your last three failures. For each, write down what you can learn and what you commit to improve.


The mother of all obstacles.

Rejection is an evil bastard.

Even a hint of rejection will make your brain crawl.

Our brains are built to run away from rejection.

Back when we were tribes, social rejection meant death.

You’d be kicked out of the clan and left to die.

Therefore, humans have evolved to run away from rejection.

What does this mean?

  1. If you face rejection and survive, you’re a hero
  2. The fear will never completely go away

I recently was on a cold calling boot camp.

I made 700 calls over 5 days.

I faced more rejection in a week than I had in any working month before.

However, each day, the fear became a bit smaller.

Think about rejection like a marathon.

At no point, your body will be able to shrug off a marathon.

But you’ll get better and better at powering through.

How can increase your tolerance to rejection?

  1. Constant practice

The fear never goes away, but it can recede with practice.

2. Targeting rejection

One of the best tricks I’ve ever learnt is to seek out rejections.

We all have some statistics:

For example, a meeting every ten cold calls.

Or a deal every five demos.

Instead of seeking out the yeses, count down the nos.

You need four demos gone wrong to make a deal.

Celebrate each no, as it’s getting you closer to a yes.

3. Remind yourself it’s not personal

Rejection hurts as you feel personally rejected.

Constantly remember that you’re not being rejected; your offer is.

PS: Rejection-Proof by Jia Jiang is the most inspirational book on the subject.

Action: Establish a certain amount of rejections to get on a daily basis (start easy).


How can you develop an unbreakable mindset?

Here are a few tips in no specific order:

  • Start with a rejection-heavy activity. You’ll be stronger and fresher.
  • Target yourself a number of rejections to achieve. A negative target will turn motivation on its head.
  • Analyse what went wrong (at the end of the day). Reflection will help you improve.
  • Celebrate small achievements (even showing up). You will get more confident and motivated.
  • Rationalise that rejection is not personal. You will eventually get used to the concept.
  • Stick to your plan. If you do what you say you will, your confidence will grow.
  • Get in the habit of facing rejection. The more regular it is, the better you will get at it.

Action: Implement at least two of the above points.

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