5 Mindset Shifts That Will Make You Love Selling

December 27, 2024

5 Mindset Shifts That Will Make You Love Selling

Ever feel like sales is just… hard? Like no matter what you do, it feels pushy or awkward?

You’re not alone.

For many, sales can feel like a constant uphill battle that you don’t want to climb or your pushing products people don’t want. But what if the problem wasn’t your sales skills. What if it was your mindset?

If you’re ready to stop dreading the sales floor or selling in general, you’re in the right place.

These give mindset shifts will help you sell naturally. When you sell more from a place of authenticity, you’ll notice that your sales will start to increase too. Let’s dive in!

Mindset Shift #1 - Thinking You Need to Close Every Single Person You Interact With

Closing every sale feels like the goal, right? There’s a pressure to make the sale every single time. But I’m here to tell you - that’s unrealistic! Brick-and-mortar stores average between 20%-40% conversion with online retailers seeing 1-3%.

The means when you focus on the finish line, like closing the sale, you miss the most important step - understanding your customer! And the more you can understand your customer, the easier it will be to connect and sell.

Try this - Instead of thinking, “How can I make this person buy?” try asking yourself:

• What brought them in today?

• What problem are they trying to solve?

• What made them want this item/service?

• What do they need to know?

Customers can sense when they’re being sold to. Yet when they feel listened to, they’re more likely to trust you and buy from you! Win.

Mindset Shift #2 - Thinking Adding On Is Salesy

Upselling gets a bad rap; it isn’t about squeezing more money from customers, it’s about helping them get the best outcome.

Picture this: A customer buys a new phone. Wouldn’t a screen protector and a case protect their investment? Nobody wants to crack their brand new phone or scratch it. Those additional add on’s could really make or break the experience the customer has with their purchase and influence whether they come back.

Upselling isn’t manipulation. It’s about offering completed looks and solutions.

Mindset Shift #3 - Thinking You Can’t Sell or Don’t Have the Skillset

I hear over and over again from salespeople that they “suck at selling” or that “I don’t have the skills to sell.” Usually that’s untrue - someone just didn’t teach you how or taught you bad habits.

Sales feels easier when you stop seeing it as trying to convince someone to buy. Instead, selling really is about serving your customer’s needs and finding a solution with them. Full stop.

When your team approaches sales with the mindset of, “how can I help this person?”, the entire interaction shifts. Selling becomes less about the transaction, and more about connection.

When sales is about serving, it feels good… for both you and the customer.

Mindset Shift #4 - Taking “I’m just looking” Too Literal

You walk into a store. What’s the first thing an associate says?

”Is there anything I can help you with?”

Then the customer replies with, “I’m just looking.”

The associate quickly replies with, “Great! Let me know if you have any questions” as they walk away and back to tasking. The customer likely continues walking around the store and eventually leaves empty-handed.

I cannot stress enough just how common this scenario is, and why as a salesperson, this is a huge mindset block you have to work on if you want to see increases in your conversion rate and overall sales.

“Just looking” is often a sign that the customer isn’t ready, not that they’re uninterested. It’s habitual.

Instead of walking away altogether, stay present in a non-pushy way. Offer helpful insights and be approachable! And absolutely avoid going back to tasking. The non-verbal cues you communicate while tasking is likely not what you’re intending and can often prevent customers from reapproaching you. Because nobody wants to bother someone who appears “busy".”

Mindset Shift #5 - Thinking Customer’s Don’t Want to Hear From You, Ever

Most sales don’t happen in just one interaction, let alone repeat business. If you to drive sales and increase your customer retention, then it’s all in the follow-up.

Following up isn’t bugging anyone - it’s showing that you care!

Research shows that 60% of customers are more likely to make a repeat purchase from businesses that follow up after a sale.

So that means, a simple text or email like “I wanted to see how you’re enjoying (their purchase),” can go a long way. When done with genuine care, follow-ups build relationships and drive repeat sales.

BONUS - Mindset Shift #6 - Thinking Customers Who are Returning or Exchanging Are Uninterested in Buying

Returns are often seen as setbacks. And chances are, you’ve felt deflated and disappointed over taking a return. Yet, it couldn’t be the more opportunity to upsell! Why? Because the customer is already engaged with you and your business.

People return and exchange because something didn’t work out but remember that they purchased originally because the wanted it to work.

Instead of rushing through returns and exchanges, take the time to ask more questions and see if you might have a different solution. The answers might just surprise you.

With that said, don’t make it challenging to make a return. This will only infuriate the customer.

If You Takeaway Anything, I hope That It’s That…

Sales isn’t about luck, and it’s not about having more foot traffic. It’s about mindset and how you perceive the process! By making these small shifts, you can transform the way you sell, connect with people, and serve in 2025.

Ready to sell results? Book a time on my calendar or sign up for my newsletter to get more tips like these!

Let’s make 2025 your best sales year yet!

And be sure to download my 6 Ways to Rethink Sales Reflection Exercise below.

ABOUT RACHEL

With more than 13 years of experience in luxury retail, Rachel now trains stores how to turn more lookers into buyers. She specializes in turning around underperforming stores and increasing customer retention.

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