Hosts Bill Condon and Matt McGregor are joined by ‘SOAR Selling’ author and sales coach David “Dave” Hibbard.

The three discuss the crucial role mindset plays, the beliefs-actions-results connection, and how having a specific approach is going to make your prospecting more successful.

• Bill met Dave Hibbard twenty years ago, when he was six months into the business, when he participated in a live dial in one of Dave’s breakout sessions.
• Both Bill and Matt have successfully used some of Dave’s techniques to get in the door and close deals.
• For Matt, mindset is what sets Dave apart from other trainers.
• Dave defines mindset as the reflection of your beliefs. And mindset is something that helps top performers consistently win.
• Dave said it: “Beliefs drive your actions, and your actions drive results.”
• The mistake many people make when it comes to not achieving what they want is to focus on their actions. They’re wrong – they should focus on their beliefs, instead.
• Dave explains that beliefs come from an experience you have had. An experience is neutral per se, but it’s how you interpret it that shapes it.
• According to Dave, mindset can be taught if he can get in someone’s mindset. The problem, though, is the fact that lots of people stay stuck in their beliefs because they get a payoff.
• Dave discusses two choices people can make to understand where their beliefs come from.
• When it comes to prospecting, it isn’t just about the techniques you may use. It’s about believing that you are going to get a meeting.
• And, after that, it’s about believing that you can add value to that company. These create off-the-charts success, says Bill.

 

 

Mentioned in this episode:

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