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Close More Sales
Mindful Sales teaches the mental and emotional skills that top sales performers apply to close more sales, and create delighted, loyal customers. Mindfulness trains calm awareness, self-confidence and self-control - and the ability to engage completely with empathy, interest and rapport. Science has now proven that these important traits are, in fact, trainable skills - and that mindfulness is the neural process that develops and strengthens them.
Thoughts, Emotions & Mindsets
Sales is a high-performance discipline that requires self-and-situational awareness and advanced interpersonal skills. Mindfulness develops the mental and emotional capabilities to earn trust, build rapport, and create stronger client relationships - along with the focus and mental strength to control our thoughts, emotions, and mindsets.
Elite & Extraordinary Performance
Mindfulness is practiced by the world’s highest performing individuals and organizations, including the U.S. Olympics Team, the U.S. Navy Seals and Special Forces, world-class athletes and professional sports teams. For high-performing professionals, mindfulness isn’t a woo-woo, feel-good ritual - it is a rigorously science-based system for physically managing the brain towards even greater personal and organizational achievement.
Course Contents
IOSM Certificate courses blend live instruction with self-paced learning, daily practice, unlimited group coaching and community support
Assessments
Pre-and-post course assessments
Master Class
Live, instructor-led master class
Modules
8 weekly self-study lessons
Progress
8 weekly progress exam-lets
Daily Practice
8 weeks of daily email videos
Coaching
8 optional coaching sessions
Final Exam
A comprehensive final exam
Certification
Certificate and digital badge
Associate Access
IOSM resources, tools and events
Lifetime Access
IOSM Global Alumni Community
Anytime Help
Phone, chat, text and email support
CEUs
SHRM & HRCI recertification credits
Course Objectives
IOSM Certificate courses blend live instruction with self-paced learning, daily practice,
unlimited group coaching and community support
Personal Performance
Manage stress, anxiety, and distraction
Increase motivation and engagement
Performance Capabilities
Project authenticity and trustworthiness
Create attunement and rapport
Increase clarity and situational awareness
Develop self-awareness and confidence
Increase self-knowledge and insight
Strengthen emotional regulation
Increase focus, attention and concentration
Improve creativity and problem-solving skills
Overcome unconscious behaviors
Challenge unconscious beliefs and biases
Improve critical thinking and decision skills
Improve communication skills
Improve negotiation and persuasion skills
Develop toughness, grit and resilience
Course Outline
Public courses offer the eight weeks of self-study below. Corporate programs may be customized by changing the length of the course, or swapping any modules with alternative classes from the library.
Week 1: Introduction to Mindfulness
Mindfulness is a process of neural training that helps us intentionally change our mindsets and behaviors. This class is a comprehensive introduction to the nature, hands-on practice, outcomes and application of science-based mindfulness.
You will learn:
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The neuroscience, biology and psychology of mindfulness, including research outcomes in health and wellbeing, cognitive performance and emotional intelligence.
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The essential practices of mindfulness: Present Awareness, Breath Control, Breath Meditation, Visualization and Insight Meditation - and how to apply them to optimize your physical, mental and emotional states.
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The foundational attitudes of mindfulness: Non-judgment, Patience, Beginner’s Mind, Trust, Non-Striving, Acceptance and Letting Go - and how to apply them to intentionally solve real problems in the real world.
Week 2: Stress and Anxiety
Effective sales and service require high-performing mental and emotional skills - and nothing kills performance like chronic stress. This class explores mindfulness strategies for reducing our negativity, anxiety and worries - and introduces practices that restore our awareness, energy and motivation.
You will learn:
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To recognize the onset of negative states, and the simplest and most effective ways to intercept and diminish them
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To apply mindfulness to shift perspective and reframe regret and rumination in the past, self-critical and depressive thinking in the present - and worry and catastrophic thinking in the future
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Mindfulness practices to reduce chronic stress and illness, and to increase mental and emotional strength
Week 3: Focus and Attention
Sales call for laser-sharp focus, yet it's getting harder and harder to simply stay on task. This class explores practices that strengthen the brain networks associated with focus, attention control and concentration.
You will learn:
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The sources and science of information overload, digital distraction and attention deficit
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How mindfulness can be applied to suppress distraction, and increase focus
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Mindfulness practices that strengthen our abilities to direct and sustain attention
Week 4: Change and Uncertainty
Our brains are wired to fear change and loathe uncertainty. How can we overcome our own discomfort, while helping our prospects and clients focus, listen and buy? This class explores mindfulness strategies for creating calm and exerting influence amid volatile change and uncertainty.
You will learn:
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How change triggers fear circuits in the brain that can hijack our emotional state - and how to disarm them
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How mindfulness can help us navigate successfully from the known and familiar, to an uncertain future state
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Mindfulness practices that help us accept the inevitability of uncertainty, and to embrace change with an open and curious mind
Week 5: Trust and Influence
Effective sales professionals create trust and confidence through observable acts of integrity, fairness, good judgment and unselfish behaviors - all functions of character and consistency that flow from positive values and beliefs. This class explores practices that strengthen the behavioral traits that encourage trust.
You will learn:
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The fundamentals of self awareness and authenticity
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How to apply mindfulness to strengthen personal ethics, integrity and trustworthiness
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Mindfulness practices to develop the traits that inspire trust, confidence and loyalty
Week 6: Relationship Management
Science has proven that self-awareness, empathy and compassion aren't immutable traits - they are trainable skills, that can be intentionally developed through neural exercise. This class examines the visceral power of social and emotional intelligence, and how to strengthen these foundational interpersonal capabilities.
You will learn:
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The framework and competencies that comprise social and emotional intelligence
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How to use mindfulness to strengthen self-and-social-awareness, empathy and communication
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Mindfulness practices for care, kindness and compassionate behaviors
Week 7: Negotiation and Persuasion
Mindfulness enables us to listen deeply and consciously - to pay close attention to aural tone, non-verbal cues and body language - to connect with our intuition - and to create rapport. This class introduces strategies and practices for strengthening attunement, mirroring, pacing and other important negotiation and persuasion methods.
You will learn:
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How to connect closely and cooperatively with others
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How to conduct an articulate and productive dialogue
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Mindfulness practices that increase intuition, rapport and influence with prospects and clients
Week 8: Mental Toughness, Grit and Resilience
Sales roles are high-pressure roles, and can be frustrating, discouraging and exhausting. But mindfulness dampens the negativity that saps our energy, reduces our stress, anxiety and worry - and gives us the mental strength to cope with difficult situations, and bounce back from adversity. This class explores practices that build our emotional stability and resilience.
You will learn:
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The principles of energy management
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How mindfulness connects us to stress and the state of flow
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Mindfulness practices for mental toughness, grit and resilience
"Mindfulness is a state of moment-to-moment experience that produces intense attention regulation, emotional regulation, and body awareness. The deeper these outcomes, the higher the score for flow — in challenge, skill balance, goal clarity, sense of control, and loss of self-consciousness"
Chen, Tsai, Lin, National Institutes of Health, 2018