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  • Writer's pictureIan Price

How consultants can build a sales mindset and capabilities

It is common for consultants to regard sales – both the activity and the word – with a mixture of disdain and fear. “I’ve provided my partners with scores of very warm leads,” one marketing head told me, “but they’ve consistently been ‘too busy’ to pick up the phone and call a single one of them.”

While it is always possible to blame an overwhelming workload for not making time for selling, this is often a form of avoidance rather than poor time management. It is also less about sales skills in the traditional sense than it is about mindset...

Read more as the article then goes onto cover attitudes and myths about selling plus aspects of mental toughness needed for success in sales. For example, having a growth mindset, developing persistence, improving focus and applying self control.

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