by Duane Weber
Do you hear them? Sometimes it’s a whisper and other times it’s an all-out roar. Maybe it sounds like this: You can’t do it! You’re not that good. Don’t screw up. Do I look stupid? They won’t like me. I’ll never make it. What’s wrong with being comfortable? And, perhaps the worst: I’m such a disappointment!
Sometimes the voices are more practical: You have to discount or they won’t buy. I never know what to say. I have to give them more information or they won’t buy. Never talk about money. Everyone has to think it over before they buy. They have to like me. I must be subservient.
Here’s a secret: You’re not alone. Everyone has them. Here’s a fact: They will not go away simply by ignoring them or by trying to steamroll through them. I know. I’ve tried.
I loathed cold calling. I convinced myself cold-calling was dead. I even proved it through my dismal performance. Rarely did I get appointments and when we did meet, they never bought. I had self-limiting beliefs and my actions validated that belief. Then, something changed. I accepted that my beliefs where holding me back. If other salespeople could cold-call successfully then so could I.
I’m happy to report that while it wasn’t easy, I’ve overcome my call reluctance. How can you defeat your self-limiting beliefs?
1. Define them. Root cause the issue. I suggest the 5-Why Analysis method. I had a fear of looking stupid. Why?
2. Where did this belief come from? Most of our beliefs were formed when we were very young. However, our sub-conscious mind is still running that script. I’m an oldest child and oldest children are supposed to be perfect. How can you be perfect when you prospect?
3. Define what your belief should be. I gave myself permission to make mistakes and even adopted a technique that accommodated my new belief.
4. Adopt the new behavior. Journaling can help you rewire your brain to accept your new belief. Repeating it many times a day will help as well.
5. Regularly execute the behavior that reinforces the belief. The only way to change the belief permanently is to do the new behaviors on a regular basis. In the beginning, cold calling daily allowed me to form the new belief.
At Sandler Training, Trustpointe, we are in the mental intervention business. To learn how to rewire your beliefs, go from good to great, and overcome the fears that are holding you back contact Duane Weber at 317-845-0041 or dweber@sandler.com.
Shhh, quiet zone ahead!
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