What often makes the difference between those who succeed in sales and those who do not is their belief about what they are doing.
Whatever you believe about an action affects your ability to take that action. If you believe that a certain action is negative, you will struggle. If, on the other hand, you believe an action is positive, it will be far easier to move forward.
Taking action (or not taking action) gives you results of one sort or another. If you evaluate your results and if you don’t like what you find, or if you want different results or better results, it usually circles right back around to what you believe about what you are doing.
I was recently working with a client who was struggling with what to say to prospects. I asked her to tell me about her company. She did so and her company has achieved some amazing results for its customers. I suggested to her that she simply say what she had told me. Her response: “If I do that, I feel smarmy (yes, she said this) and like I’m bragging.”
So I asked her: “Are all of these results that you have described true?” She said, “Yes.” “In that case,” I said, “you’re not smarmy or bragging. You’re simply telling the truth.”
Just because you feel something, does not make it so. In this case, this client felt “smarmy” and as though she was “bragging.” These were her feelings and she was truly feeling them. Those feelings, however, did not necessarily reflect reality. And in this case, those feelings – which came from her beliefs about selling – were keeping her from being successful.
Selling is actually neutral; it is the ethics of the sales person that makes the activity positive or negative.
So what do you believe? And are your beliefs standing in your way? If so, it’s time to change some of those beliefs. Remember: At one point in history everyone believed the world was flat. Most of us no longer believe that. It is possible to change.