What does it mean to be mindfully engaged in what you are doing, and why is this important for salespeople to understand and practice?
Two of the contributing elements upon which clients base their decision to buy from you (or not) are:
1. Their perceptions about your trustworthiness and
2. How well they believe your product(s) or service(s) will meet their wants, needs and expectations.
In this post, let’s assume that your product(s) or service(s) will meet customer wants, needs and expectations.
What I do want to explore with you is how being mindfully engaged can influence whether clients trust you (or not) … which will have a direct impact on you winning or losing sales.
Your Trustworthiness
Clients determine your trustworthiness through their assessment of your competency, character and consistency.
- Your competency includes the client’s experience and assessment of your communication skills, your sales process, and your product or service knowledge.
- Your character includes the client’s experience and assessment of your intention to satisfy their wants, needs and expectations. It also includes their experience and assessment of your empathy, your truthfulness, and how engaged or present you are when in dialogue with them.
- Your consistency includes the clients experience and assessment of your competency and character throughout their entire buying journey.Mindful Engagement
Mindful Engagement
In your professional and personal life, you are practicing Mindful Engagement when you are applying your character strengths and competencies in activities that boost your vitality, meaning, and well-being.
Here’s a question for you then:
To what extent does your sales role boost your vitality, meaning, and well-being?
If your answer to that question is you do feel a boost to your vitality, sense of meaning and well-being through your sales role, you’re more likely to be mindfully engaged while doing it, and your clients will experience this through your application of your competency, character and consistency.
The result … more sales.
However, if your answer to that question is you don’t feel a boost to your vitality, sense of meaning and well-being through your sales role, you’re not very likely to be mindfully engaged while doing it.
Once again, your clients will experience this lack of mindful engagement through your application of your competency (or lack of it), your character (or lack of it), and your consistency (or inconsistency).
The result … less sales.
A Bit More on Character
Everything you say and do, sends loud and clear messages to your clients about your character … about your personal (and professional) values.
There is a fantastic resource I recommend you take a look at. It’s a free on-line assessment you can take that will help you clarify what clients might perceive as your values through their experience of your actions.
You can complete the free Values in Action (VIA) Character Strengths questionnaire here.
When you’ve completed it and received your summary report, select one of your top three character strengths and over the next week be more mindfully engaged by ensuring you’re putting your character strengths into action.
When you do, the evidence shows you will feel a boost in your sense self-determination (a topic for another post), and more importantly, your clients will sense your mindful engagement which again, the evidence shows, is more likely to lead to increased sales.
25 Contributing Elements to Living a Good Life
This topic of Mindful Engagement is just one of 25 contributing elements to living a good life that I write about in my book LIVING in the Light of Day.
If you haven’t got your copy yet (in hardcover, paperback, kindle/ebook or audiobook versions), you can Buy It Here.
