Close More Deals: Unlock The 4 Levels Of Growth For Sales Consultants
- Gary Williams
- Mar 18
- 5 min read
It's interesting how every time we take the first step toward a significant goal, whether in our personal or professional lives, we feel resistance as we begin to progress. This resistance is known as uncertainty. Uncertainty occurs when our attitude is low, we are consciously incompetent. But also when our effort is minimal.
In this article, I will break down the levels of growth along with the elements we need to become internally motivated and externally focused throughout our growth journey. Growth is a choice that must be made repeatedly, and fear must be confronted time and time again.
Pillars of growth
Relief, belonging, achieving, and becoming are four classifications that reflect the unconscious patterns influencing engagement and growth in personal and professional contexts. These classifications represent the internal motivators that impact personal and organizational success.
The Growth Model promotes awareness of these patterns for individuals and teams, helping both to tailor their strategies for more effective connections with clients and teammates. These patterns can manifest differently based on the context, and individuals or organizations may experience all four levels in their operations and personal development. While people and companies may subconsciously strive for "Becoming," their ability to achieve this goal depends on aligning with their existing patterns.
Level One: Relief
The first level of Growth is the Relief stage. This stage is all about analysing to the core and knowing your why. When deciding to grow, it’s crucial to understand if you are trying to escape pain or work to gain pleasure. Both are fine; however, it’s the key element to help increase your motivation as you take the first step into uncertainty.
Level Two: Belonging
When you take the first step toward your growth goal, you step into uncertainty. This is the Belonging level of the growth model. At this level, you are most likely to be externally motivated and internally focused because you are focused on trying to understand what habits to develop.
Level Three: Achieving
As you develop new habits toward your goals, you transition to Achieving. At this level, you filter out the habits that have been harming you and replace them with the effective habits that you developed during the belonging level.
Once you can apply these new effective habits unconsciously, you have achieved the becoming level, where you are now internally motivated and externally focused.
Now that you understand the levels of Growth, let’s break down the psychological concepts required to progress.
Goal Setting - Setting goals is essential for success in sales. Having a clear vision and actionable goals helps you stay focused and provides a roadmap for overcoming obstacles and maintaining motivation. The High Sales Operating System or the HSOS emphasizes the importance of intentional goal setting by exploring the “what” of your goals and also the “why” behind them. This deeper understanding aligns your purpose with your actions, facilitating long-term success in sales and personal influence.
Resilience - the ability to recover from rejection or failure, making it essential in the high-pressure sales world. Sales professionals who demonstrate resilience can move forward despite facing setbacks or receiving a "no". By combining resilience with a growth mindset, the HSOS (High Sales Operating System) helps you develop the mental toughness necessary to keep pushing ahead, adapt to changing market conditions, and transform obstacles into opportunities.
Growth mindset - the belief that abilities can be developed through dedication and hard work. In the realm of sales and influence, having a growth mindset is essential for staying adaptable, overcoming setbacks, and continuously improving one's approach. Individuals with a growth mindset are resilient and constantly evolving to meet new challenges. In contrast, those with a fixed mindset may miss valuable growth opportunities. With HSOS, you can break free from limiting beliefs and adopt a mindset that encourages adaptation, learning, and excellence in your sales efforts.
Conditioning - plays a crucial role in shaping behavior, particularly in the context of influence and sales. Just as athletes train their bodies to perform at their best, sales professionals must also condition their minds and behaviors to achieve success. In psychology, conditioning occurs consciously and unconsciously and can be purposefully used to reinforce specific behaviors. This involves understanding how customers' past experiences, marketing messages, and personal beliefs influence their conditioned responses during sales interactions.
By using positive reinforcement, rewards, and, at times, consequences, we condition both ourselves and our prospects to adopt the mindsets, habits, and strategies that lead to successful outcomes. Through NASP programs, we intentionally use conditioning to shape behaviors that drive success in sales, helping salespeople remain committed to their goals while fostering lasting relationships with customers.
Self-efficacy - refers to the belief in your ability to achieve your goals. In sales and influence, self-efficacy is crucial for building confidence, perseverance, and effectively handling challenges. Individuals with high self-efficacy are more likely to face difficult situations head-on, take initiative, and successfully close deals. In contrast, those with low self-efficacy may hesitate or doubt themselves. Through the HSOS, we empower you to strengthen your self-efficacy by highlighting your achievements, refining your skills, and providing actionable feedback. This approach enables you to approach sales with confidence and mastery.
Behavioral consistency - a cognitive bias that can either enhance or hinder your success in sales and influence. People naturally tend to act in ways that align with their previous choices. This tendency can present both challenges and opportunities. If past behaviors are not producing results, behavioral consistency may prevent a salesperson from adapting. For example, if a salesperson is used to a particular sales technique that is no longer effective, they may continue to use it even when better alternatives are available.
Identity formation - this is a crucial factor influencing how we sell and perceive others. In sales, your self-image - specifically, who you believe you are - significantly affects your effectiveness. Your experiences, values, and choices shape your identity as a salesperson or influencer. When your identity aligns with the person you aspire to be - a leader, an expert, or a trusted advisor - your influence grows significantly. HSOS assists participants in developing a powerful sales identity that matches their goals. Whether you want to be seen as a high-value consultant or a top-tier closer, aligning your internal identity with your desired sales outcomes is key. For example, suppose your goal is to lead a team of high performers. In that case, HSOS can help you cultivate the identity of a strong leader and motivator, empowering you to step confidently into that role.
Conclusion on How to Close More Deals With 4 Levels of Growth
In conclusion, the journey toward significant goals is inherently marked by uncertainty and resistance. However, embracing this challenge is vital for personal and professional growth. By understanding the four levels of growth - Relief, Belonging, Achieving, and Becoming - we can navigate our development more consciously. Each stage represents a critical point where we confront our motivations, develop new habits, and refine our focus.
The Relief stage invites us to introspect and clarify our "why", setting a solid foundation for growth. Transitioning into Belonging encourages the cultivation of supportive relationships and habits that align us with our goals. As we progress into the Achieving phase, we learn to filter out what does not serve us, ultimately paving the way for sustained internal motivation.
Recognizing that growth is an ongoing choice, we must continuously acknowledge and engage with these stages. By doing so, we not only foster our development but also strengthen our interactions within teams and organizations. As we strive toward the Becoming stage, our commitment to understanding and aligning with these unconscious patterns will determine our success in reaching our potential. Embracing this journey with intention and awareness can transform uncertainty into opportunity, guiding us toward meaningful achievements.
How to Close More Deals With 4 Levels of Growth
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