Last newsletter, I promised you my strategy to avoid that failure is just for mental punishment, and wins were just for “cheers”.

Your mindset is the engine of your sales performance — get it right, and everything else falls into place.

I’ve seen it (and lived it): two salespeople can have the same script, same product, and same opportunity — and one crushes it while the other crashes. The difference? Attitude.

You can have all the techniques and tools in the world, but if your head isn’t in the right place, none of it matters. And if you’ve ever shown up to a meeting feeling “off,” you know exactly what I mean.

Confidence, Resilience, and Optimism — The Big Three

In sales, confidence gets you in the room, resilience keeps you there, and optimism helps you open the next door after one slams shut.

But here’s the tricky part: attitude doesn’t just magically appear when you need it most. It’s built — daily — through what you feed your mind. And I am not talking about a bad or good mood; it is something deeper.

I remember a deal years ago where I walked in already convinced the prospect wouldn’t buy simply because I was convinced they were “too big for me”. My body language showed it, my tone softened, and every word I said carried hesitation. Guess what? They didn’t buy.

A week later, I had another meeting — same product, same situation — but I walked in thinking, This person is lucky to be meeting with me. That day, everything shifted. My posture, my voice, my energy. The result? Closed deal.

Nothing changed but my attitude.

If you think I got to the second deal thinking that way by luck, think twice. I had to have deep and intentional conversations with myself. It was preparation and intentionality that shifted my mind.

The Power of Your Inner Conversation

We all have that inner narrator — the one that’s sometimes a cheerleader and sometimes a critic. The question is: which voice gets the mic when it’s showtime?

A poor attitude doesn’t always sound negative — sometimes it’s disguised as “being realistic.” But in sales, realism without optimism kills opportunity.

Here’s a simple truth I’ve learned:

If you don’t believe in your value, your client won’t either.

And belief isn’t a “someday” thing. It’s a muscle. The more you work it, the stronger it gets. You are not going to get this muscle built just because you are reading this - I know, bad news, but only if you read this and decide that exercising your mindset requires technique, and this is what I am going to talk about next week.

Two Things to Try This Week

1. Start each day with a short reflection. Ask yourself: What opportunities can I create today? Write down your inner conversation and why you think that way. It shifts your focus from waiting for good things to causing them.
2. Catch your self-talk. When you hear that inner critic start up, challenge it. “Is this reality or only my beliefs?” “Am I basing this assumption on something that is really happening, or am I anticipating results based on my biases?”. You will see that most of it comes without any real facts to confirm it.

Your attitude sets the tone for everything else — your behavior, your technique, your results. It’s the foundation that holds it all together.

If you need someone to share what is going on with your mindset, schedule a discovery call, and let’s have a chat.

Talk soon,

Tati