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Self limiting beliefs and "head trash" as we call it at Sandler Training is what's stopping many sales and business professionals from reaching their maximum potential.

Henry Ford said "Whether you believe you can or believe you cannot you are exactly right." That great sales guru Buddha said, "All that we are is the result of what we have thought." You get the point, attitude and beliefs are what empower us or limit us depending on how they are managed.

So how do you change limiting beliefs and attitudes? The first step is to identify what they are. Spend a week paying close attention to the "self talk" that is taking place in the ongoing "talk show" inside your head. Are you frequently using words such as "can't", "won't", "don't", "try", "have to", "problem", etc.? Do you truly expect to succeed or are you expecting to fail subconsciously? What sub-optimal beliefs, if proven to be untrue, could unlock your fortune?

The most effective way to change your beliefs is to change the language you use to communicate with yourself and to immediately change your behaviors to align with those proven to deliver success. Spoiler Alert: it isn't easy!

For sellers this typically involves an enforced discipline to do the behaviors associated with prospecting even though you might have current beliefs such as "cold calling is a waste of time." If you are diligent in your application of the "behaviors" your new success will begin to replace those old beliefs with new, more effective ones in their place. Changing beliefs is hard work and requires sticking with the new behaviors long enough to succeed.

If you don't "mind" then it doesn't "matter." If success at a higher level DOES "matter" then, you might need to change your "mind."

Ever struggle with self-confidence? Ever have a moment (or several moments) of self-doubt? Ever feel like maybe you’re not cut out for sales?

We all have those thoughts from time to time, and these self-limiting beliefs have the potential to crush us if we let them.

Here’s how these beliefs can sound…

“I’m not…”

“I can’t…”

“I’m just…”

“It’s too late…”

“The company/market is…”

“I don’t have…”

“If only…”

Some of these beliefs are based in fear; some are formed over time; and some may appear when you least expect them.

You just have to fight back.

When you hear yourself verbalizing these things, that’s when you know something’s wrong. The truth is:

You are capable.

You are smart enough.

You are worthy.

You are passionate.

You are in control.

You are (fill in the blank).

Remember the time you closed that huge deal. Think back to the successes you’ve had in the past. Remind yourself of WHY you do what you do. And then turn those statements around…

There is a lot of talk about the “summer sales slump” what with vacations and the temptation of the beach, but we see a lot of sales professionals getting bit by the “4th Quarter Slowdown” bug.

This scenario is a result of holiday time off, parties, and the thought that companies have spent their budget for the year.

Not so fast! There’s money in that budget that needs to be spent!

Sales leaders know that after the summer slowdown, people were ready to get back to work and make some decisions on moving forward with (or even considering) that project they first showed interest in four months ago. I mean, they must be interested, since they're the ones who initiated contact with you. You find yourself feeling good that the "summer slowdown" has come to an end, and things are inevitably about to "pick up". That feeling lasts for a few moments, before a different thought process takes hold. It sounds something like: "I better move fast before the holiday season hits! If I don't make things happen quickly, everyone is going to put off any major decisions until after the beginning of the year!" Right?

Not necessarily.

Keep in mind that, depending on your clientele, many have been given a budget to work with for the year, and the natural tendency of a good number of those with money to spend is to not spend it all too soon.

The reasons may include:

  • Anticipation of unexpected needs late in the year
  • General indecision on potential projects that were presented earlier in the year
  • Plain old fear that they'll run out of money just when they need it

Whatever the reason, the result is always the same -- un-allocated funds in the budget that must be spent by the end of the year or the money goes "bye-bye". As a kicker, next year's budget may be reduced by the same amount not spent. No need allocating funds to a budget if they're not going to be spent, right? Given this new paradigm, maybe the impending holiday season should provide a certain amount of excitement for you. That is, if you have a plan in place to uncover these available funds and subsequently position yourself to be the worthy recipient. Do you?

Take Action:

Step 1. Identify the likely prospects in your pipeline (or that should be in your pipeline) that are likely to have funds allocated that could be spent on your type of product or service.

Step 2. Get an audience with the key decision maker and have a frank discussion about their budget process.

Step 3. Discover, of course, any and all reasons why they would want to buy your product or service and how it will benefit them in 2020 and beyond.

As you inadvertently position yourself as the easiest, most convenient way to "kill two birds with one stone", you may be amazed at how what you thought would be another slow period of the year turns into a small year-end bonanza.

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