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One of the biggest barriers I come across in sales is the lack of self-belief.
It doesn’t matter how much good stuff the person has achieved on the outside because if they feel negatively about themselves on the inside they will end up sabotaging themselves simply to prove themselves right.
Being a Sales Leader doesn’t make you exempt…you are just as liable to have negative thoughts about yourself as your sales team.
In my experience…this is an epidemic!
Will these negative thoughts get in your way? Absolutely!
Are your sales team thinking these negative thoughts? Absolutely!
Is there anything you can do to change them? Absolutely!
So what do you do?
Your job as a Sales Leader is to notice where your sales people are not performing. To explore the reasons with them and identify any negative thoughts that could be the trigger to poor performance.
Then it’s up to you to help them overcome these negative thoughts and reframe them by highlighting where they do a more positive behaviour…maybe in another context. Building their self-image and confidence through coaching pays big dividends.
This is obviously much easier to do if you’re able to do this for yourself first.
To Know How much self-belief do you really have? Here’s some areas for you to explore…
– What leadership activities do you avoid or dread doing?
– What negative feelings do you notice on the inside when you’re about to do these activities?
– What negative things do you say quietly to yourself about you when faced with doing these activities?
How long have you thought these things?
You don’t have to share your responses with anybody, so make them as real as they actually are. Being in denial really isn’t helpful.
Give this exercise quality time…especially if you’ve never focused on this stuff before because it will reward you with some powerful insights.
Then you have a choice. Do you stick with it…or do you try something else?
Until next time,
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking