In Sales Mindset

Sharon Spano, Donald Kelly, The Sales EvangelistAre you stuck in a scarcity mindset? As sellers, we strive to find ways to generate more income for us. But did you know how you think about time and money correlates about what you value most in life?

Today’s guest, Dr. Sharon Spano, explains to us why that is and how this is going to affect our performance as sales reps.

Sharon has a consulting company where she works with small business owners, entrepreneurs, and executive leaders who find themselves in the middle of a dilemma, challenge, or life/business transition. She focuses both on systems and the people in those systems. Sharon just recently released her book,  The Pursuit of Time and Money: Step Into Radical Abundance and Discover the Secret to a Meaningful Prosperous Life.

Here are the highlights of my conversation with Sharon:

Lessons from Sharon’s coolest sales experience when she was the customer:

  • Listen to your customer’s needs.
  • Clarity is key. Educate them why they need your product or service.

Why Sharon wrote a book on Time and Money?

  • It’s important to pay attention to our internal story of how we access time and money.
  • Many are stuck in the scarcity mindset and it’s time to break free from that.
  • Sharon will teach us how to move from a mindset of scarcity to a mindset of abundance.

The importance of time and money among sellers:

  • A lot of people are battling with time and money issues. And many of us distract ourselves from the real business. Time and money are great indicators in every aspect of business.
  • You need to understand your own paradigm and come up with practices to move past your issues that are holding you back.

How to drive your behavior:

  1. Awareness of time and money

Understand the subtle nuances that you want to have awareness of. The first moment of awareness comes the opportunity for change.

  1. Determine whether you’re in the scarcity or abundance spectrum.

Sharon developed the Time and Money Inventory tool. Check it out on her website www.thetimeandmoneybook.com to find out where you may fall on the spectrum between scarcity and abundance. Be aware that moderate scarcity and moderate abundance can almost look the same.

Example of moderate scarcity:

The business owner who’s watching every penny to the point he won’t invest in training, marketing, or sales opportunities.

The scarcity mentality is rooted in fear. Examine the kind of decisions you’re making. If they’re rooted in fear, that’s scarcity.

  1. Explore your subconscious paradigm.

Follow this exercise. On a piece of paper, just write whatever comes to mind as you try to answer these two questions:

  • What do you believe about money?
  • What do you believe about time?

Once you have awareness of them, you start to see them popping up everywhere. Then you will be able to make a change.

“We can’t make change if we don’t have awareness of what is the reality of that we’re living from.”

The biggest misconceptions about time and money:

Basically, this depends on what your misconception about time and money is. This could be influenced by how or what you grew up with. For Sharon, her biggest misconception as she was growing up was, “It’s only for the rich people.” Try to figure out what your misconception is about time and money. And how is that holding you hostage?

Prosperity is a mindset.

Everything is a mindset because everything begins with a thought. You have to think it before you can do it and then realize the outcomes of it.

“Prosperity is a place to come from, not a place to get to.”

In our culture, we think of prosperity as something we need to attain in the future. But Sharon points out it’s about being first. Prosperity is not linked to how much you have. There is a level of contentment here based on your passion, purpose, and being intentional in the work you do. You get out there everyday and you’re disciplined in such a way that you can create results.

How we self-sabotage our own potential for success:

We do this in ways we don’t even realize. If you’re not producing results, go back and look at your mindsets, your systems, and your paradigms.

Sharon’s Major Takeaway:

Trust that you have something to offer and that the world needs it. Back it up with doing the work. If you have the systems in place and marry that with internal work and awareness, then you’d be seeing results.

Episode Resources:

Check out Sharon’s book on www.thetimemoneybook.com/salesevan (The Pursuit of Time and Money: Step Into Radical Abundance and Discover the Secret to a Meaningful Prosperous Life by Sharon Spano)

Get connected with Sharon on www.sharonspano.com

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