Sales Mindset Mastery: Unleashing the Power from Within

Your mindset is your greatest asset. If you don’t believe in your ability to make a difference, your members won’t either. There’s a saying that a positive attitude is contagious. Well, it’s also incredibly profitable in the realm of credit union sales.

Check this out:

  • Staff with a positive attitude sell 37% more than their less positive counterparts according to a study by University of Pennsylvania professor Martin Seligman.
  • Staff who are trained in positive thinking increase their sales by 85% according to the Dale Carnegie Institute.

People are more likely to do business with the credit union – and are more likely to do repeat business –when they have a positive interaction with you. 

Know Your Product Inside Out

To genuinely help your members, you must first understand your financial products comprehensively. Knowledge is not just power; it’s the foundation of trust. When you can articulate the value your lending products, checking and savings accounts, and your financial advice brings, then you become a reliable advisor to your members.

Solutions Over Features

Shifting the focus from product features to member solutions is paramount. It’s all about providing solutions to the challenges your members face. This may include debt management, insufficient emergency savings, job insecurity, healthcare costs, housing costs, managing daily expenses, family obligations, or unexpected expenses. Tailor your advice to showcase how your product addresses their unique needs.

Persistence Pays Off

Rejections are not roadblocks; they are stepping stones to success. Every “no” brings you one step closer to a resounding “yes,” and it can take a dozen attempts before you make the sale. There’s a reason sales professionals to this day cite the “10-3-1” rule: Ten calls, three meetings, and one sale.

Learn from rejections, refine your approach, and keep pushing forward. If you know your products and you know what solution your prospect wants, aim to provide new information each time you reach out. Be direct and sincere, answer all their questions, and remember to be friendly. 

A winning sales mindset is not just about the numbers; it’s about creating meaningful connections, solving problems, and continuously growing. Cultivate a winner’s mindset and watch as it transforms not only your credit union career but also the lives of those you serve.

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Alex VanHaasteren

Senior Web Developer

Alex is YMC’s Senior Web Developer and, as the title suggests, she is an absolute pro! While she initially started in graphic design – working long and hard to expertly bring concepts to life – she also felt drawn to technology and applying her natural ability to problem solve. Web Development proved the perfect blend of her creative passion and technical savvy.

When Alex is out with friends – including her YMC colleagues – she’s up for Greek cuisine or some good pulled pork BBQ washed down with Diet Coke. Or an Old Fashioned, if the occasion demands. Someday, she hopes to go to Africa on a safari. Hopefully she’ll see a giraffe in the wild, because – as she’s pointed out – its neck is too short to reach the ground!

When she isn’t jamming out to T-Swift, she’s happy to impart some marketing words of wisdom, “Aim to create something unforgettable.” For day-to-day inspiration, she would remind you of two fundamental truths: You decide your happiness, and Ice cream is its own food group—not just a dessert.

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