Pat Henneberry is vice president of global learning and development at Hearts On Fire. She also is founder of The Jewelry Coach, a sales training community for jewelers.
It was the greatest comeback in Super Bowl history.

Down 28-3 with just under two minutes to play in the third quarter, the New England Patriots scored 31 unanswered points and won the first Super Bowl ever decided in overtime. They beat the Atlanta Falcons, 34-28.

Watching the Super bowl reminded me of how your mindset in anything you do is still the single most important edge you can have in sales. Just watching Patriots quarterback Tom Brady proves it.

Are you like Brady? If you watched the game Sunday, you were witness to mindset mastery in action at the highest level.

Brady’s mindset was on full display Sunday night for Super Bowl 51.

Even if you aren’t a Tom Brady fan, there is no getting around his focused and determined mindset that his team, the Patriots, were going to win the Super Bowl.

No fear, no doubt, no reckless hoping and praying; nope, just cool as a cucumber, slow and steady, and piece by piece he began breaking down that gigantic lead.

He kept the team motivated and never let them think they weren’t going to win.

We all certainly could learn to be like Brady when it comes to the mastery of mindset in sales.

Are you like Tom Brady when the chips are down, when the fifth customer in a row has come in saying “I’m just looking,” “It’s not in our budget,” “I don’t know if she’ll like it,” or “I saw the same thing cheaper online”?
Whatever it is you want to succeed at, you must have a mindset that you will succeed.
Let’s not forget about his team.

Brady was his usual selfless self, saying he represents all the players on the team, the coaches and the New England fans. Without that sense of team, he couldn’t have pulled off the win.

Are you a strong team player in your stores? Are you a strong team player with your brands? Are you “showing up” with the right mindset?

Whatever it is you want to succeed at, you must have a mindset that you will succeed. There is no doubt you will win, no fear, and you take chances.

At Hearts On Fire, we have what we call our “Champions” level. These are the best of the best sales professionals in our industry that sell more Hearts On Fire than anyone on Earth.

When I talk to these professionals, they bleed mindset. They are in a zone, and they believe they will succeed and they do. Every year, they are on the Leader Board. It’s a mindset.

So, are you like Tom Brady and the Hearts On Fire “Champions”? Let’s all try to be!

Pat Henneberry is vice president of global learning and development at Hearts On Fire. She also is founder of The Jewelry Coach, a sales training community for jewelers. Reach her at This email address is being protected from spambots. You need JavaScript enabled to view it..

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