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How much would your sales increase if your salespeople always operated at peak mental and emotional efficiency and effectiveness? In a recent study, salespeople who completed our Mental Toughness training had a 32% average year-over-year increase in sales production!

Watch this video on the problems Mental Toughness Training solves and how mastering the Mental Toughness Skillset creates resilient salespeople who operate in what athletes call the Zone.

How is Mental Toughness Training Delivered?

For behaviors to change mental toughness strategies must be mastered.

To ensure improved performance each salesperson and each sales manager is personally coached as they take the courses. The online coaches are Mental Toughness experts who have extensive mental toughness coaching experience. The coaches will provide personal feedback on the work and the exercises done by each salesperson and sales manager. The coaches are also available to answer specific real world questions that salespeople or sales managers have as they implement these strategies in their actual selling environments.

  • The Personalized Learning Experience includes:
  • Video lessons
  • The ability to read the lesson transcripts
  • Answering study questions
  • Practicing and applying the skills learned in their sales environment
  • Recording lessons learned for review
  • Feedback from Dr. David Neff and his team of mental toughness experts.
  • Managers receive additional training on becoming an elite level Mental Toughness coach for their teams.

The Science Of Sales Training

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Course 1: Olympic Level Drive & Focus

Salesperson version
Introduction
  1. Why a salesperson’s success depends on their ability to compete
  2. The importance of the right mindset and attitude
  3. What is mental toughness
  4. How this mental toughness training will help a salesperson dramatically improve sales performance
  5. How this mental toughness training will help a salesperson in other areas of their life
Drive
  1. Understanding the brain’s motivation systems
  2. Building strong intrinsic motivation
Limiting Beliefs
  1. How to become aware of limiting beliefs
  2. Techniques for overcoming limiting beliefs
Activities and Coaching
  1. As each salesperson completes the coursework they apply what they learn to real world activities and fill out forms that allow them to track their progress
  2. As salespeople work through the forms and the application of what they learn to improving their own level of mental toughness each salesperson receives personal online coaching from a mental toughness coach
Manager Version
  1. The manager version of the course starts with all the lessons, activities and personal mentoring that is included in the sales person version
  2. In addition, the managers have extra lessons that focus on implementation and being an effective sales coach
  3. Managers learn how to manage individual sales people in a way that helps each salesperson maximize their drive
  4. Each manager receives special mentoring from a certified Mental Toughness Coach

Course 2: Professional Level Performance Under Pressure

Salesperson version
Performance
  1. Understanding the brain functions that affect performance
  2. Controlling the mental factors that hurt performance
  3. Learning how to get the brain into a high performance “zone” mindset
  4. A process each learner uses to apply what they have learned to develop their own pre-call performance routine to get their brain into the peak performance zone mindset at the start of each customer interaction
  5. A process each learner uses to apply what they learned to develop their own post-call performance routine to clear their mind of what happened on the previous call and reset their emotions so a bad call doesn’t have lingering effects
  6. Learners receive one on one coaching from their mental toughness coach as they develop their pre- and post-call performance routines.
  7. Understanding where and when to use “temporary” voice vs. “permanent” voice
Pressure
  1. Understanding how the brain responds to pressure and anxiety
  2. Learning how to use mental control strategies that allow salespeople to thrive under the pressure of high stakes sales presentations and selling negotiations, high intensity call situations, rejection, and challenging customers.
Focus
  1. Mental Skills Training for controlling the distractible mind
  2. Mental toughness methods and training for maintaining high performance focus under the pressure of a high-stakes selling presentation or fast-paced call center
Manager Version
  1. The manager version of the course starts with all the lessons, activities and personal mentoring that is included in the sales person version.
  2. In addition, the managers have extra lessons that focus on implementation and being an effective sales coach.
  3. Managers learn how to manage individual salespeople to higher levels of performance.
  4. Managers learn how to implement the mental toughness skill of Focus in a way that dramatically increases sales performance
  5. Managers will learn how to use their own interactive language to enable a culture of optimism
  6. Each manager receives special mentoring from a certified Mental Toughness Coach

Course 3: Intermediate Mental Skills Training

Salesperson version
Using Physical Techniques to Affect the Mind
  1. How to get to the calm, focused state of mind using purposeful, progressive breathing
  2. Exercises for connecting the physical state to the emotional state
Mental Imagery
  1. What is Visualization and why is it so important to effective selling
  2. Techniques for increasing the power of mental images
  3. Using imagery to manage emotions, improve concentration, and enhance confidence
  4. Using visualization to prepare for interactions with customers
Manager Version
  1. The manager version of the course starts with all the lessons, activities and personal mentoring that is included in the sales person version.
  2. In addition, the managers have extra lessons that focus on implementation and being an effective sales coach.
  3. Managers learn how to use mental imagery strategies to increase their effectiveness as managers
  4. Managers will learn how to help salespeople continually improve their mental imagery skills.
  5. Each manager receives special mentoring from a certified Mental Toughness Coach

Course 4: Advanced Mental Skills Training

Salesperson version
Using Emotional Intelligence as a competitive tool
  1. Understanding the emotional functions in your customer’s brains that drive selling relationships and decisions
  2. Mastering mental toughness strategies for controlling the emotional path of the sale
Theory of Mind
  1. What is Theory of Mind and why is it so important to effective selling
  2. Mental toughness exercises for increasing your Theory of Mind awareness
Manager Version
  1. The manager version of the course starts with all the lessons, activities and personal mentoring that is included in the sales person version.
  2. In addition, the managers have extra lessons that focus on implementation and being an effective sales coach.
  3. Managers learn how to use advanced emotional intelligence-based strategies to increase their effectiveness as managers
  4. Managers will learn how to help salespeople continually improve their emotional intelligence and theory of mind skills.
  5. Each manager receives special mentoring from a certified Mental Toughness Coach

Course Certification:

  • Sales people who complete the coursework will receive a certification as Elite Level Mental Toughness Selling Professionals.
  • Sales Leaders who complete the coursework will receive certification as Mental Toughness Sales Manager.

Course Timeline:

The Daily Learning Workout

Salespeople normally complete the course work in a period of four to eight weeks depending on how much time they spend in training each day. The optimum training schedule is for salespeople and sales managers to spend 15 to 30 minutes early in the work day. The BrainX system builds a personal set of learning and study activities for each learner each day. We call this the Daily Learning Workout. This has an effect on the brain that is similar to the physical exercise effect that increases metabolism for several hours after exercise. In this case, salespeople report an increased level of mental focus and productivity.

Warning signs that your team LACKS Mental Toughness:

Inconsistency Salespeople know what to do, but often don’t do it consistently, especially when making outbound calls
Lack of Resilience A bad call or presentation can negatively affect performance on the next call or presentation.
Not challenging clients Salespeople can’t get themselves to ask prospects or current clients the tough probing questions necessary to hunt for additional business opportunities.
Not asking for referrals Salespeople are not getting referrals from every client – largely because they can’t get themselves to ask for referrals.
Order taking mentality Salespeople are content with the easy orders and don’t ask tough probing questions to learn how they can partner with the client or earn a larger share of their total business.
Old mindsets and habits You may be trying to convert former customer service reps into quota-carrying sales reps.
Avoidance behaviors Salespeople readily create excuses for why they can’t hunt for new accounts.
Discounting & other default behaviors When things get tough in a sales presentation, reps often fold under pressure and offer discounts to rescue the sale, which hurts your profitability.
Lack of confidence Salespeople engage in self-defeating behaviors like poor use of time and ineffective goal setting.
Lack of motivation Your salespeople seem unmotivated by your commission and spiff programs.
No continuous improvement plan Your salespeople do not have an ongoing process for improving skills and techniques even though the improvement means that they sell more and make more money.
Management frustration Management feels like they have hit a wall with the current sales team and can’t get beyond it to dramatically increase sales performance.

PERFORMANCE GUARANTEE

We guarantee sales performance will improve or your money back.

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