It’s imperative for salespeople to maintain a positive outlook to make it through this season of unforeseen circumstances. Perception and belief is going to play a big part in how we navigate the unknown so believe that success is still achievable. Donald believes it’s possible and shares his thoughts about how to make it happen and what could potentially hold us back.
In this episode Donald will be discussing limiting beliefs. These beliefs, ideas, and philosophies can come from many influences including a boss, team members, family, and many others. Sometimes, because we’re listening to all these outside influences, we fail to see that everything we hear here doesn’t always reflect the truth. Your actions may reflect what you’ve been told but they don’t always lead to success. We have to be careful of following so blindly that we are no longer true to ourselves.
Let’s go back to the beginning
Donald started out his sales career in business development, selling software with zero knowledge about how to sell to corporations. He didn’t know what you weren’t supposed to do. Despite the lack of experience, however, Donald still saw success but there was still so much he needed to learn.
Donald’s performance started to decline when he got wrapped up in all the training and advice people were trying to offer him. He was told when to call and when not to call, how he should conduct his business, and on and on. He did what he was told but eventually stopped doing the activity as it rang true for him.
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Stand for your beliefs
Donald shares the story of a gentleman named Cliff Young, a 61 year old Australian farmer. Mr Young accomplished an amazing feat which was winning a 544 mile race. He wasn’t an experienced runner but heard about the marathon and decided he wanted to participate. Leading up to the race, Mr. Young didn’t eat the proper diet, he didn’t have the proper training, and he didn’t have the right clothing or shoes. Cliff Young just showed up at the marathon looking like the farmer he was and was ready to race.
When people asked Mr. Young why he was racing, he told them he’d always wanted to run a race but there had never been a perfect time. That year, at 61 years old, he was finally ready to go.
Cliff Young didn’t know that in ultramarathons runners would typically run for 18 hours and then sleep for six hours. When Cliff Young started to run, it was called the Cliff Young shuffle because he literally just shuffled as he ran. While others were taking their breaks, Cliff Young kept on running. He ran for five and a half days straight and won the race. At 61 years of age, he wasn’t tainted by the beliefs and ideas of the “experts.” He did what he thought was the proper way of doing things and took action. This strong mentality helped him win.
Roger Bannister showed the same spirit. He didn’t listen to the leading medical experts of his time who said he wouldn’t be able to break the four-minute mile. They all thought that if you ran for four minutes straight, the heart would explode. Roger proved them wrong.
Don’t get wrapped up in others’ beliefs
We have to be careful that in listening to others, we’re taking on their own limiting beliefs. As a salesperson, it is your job to sift through all the opinions and only take action based on what works for you. Donald’s coach told him he’d get a lot of advice from all the people he would encounter. This group would even include people he loved, respected, and cared about. Despite these relationships, however, the advice offered needed to be treated the same way you’d shop for food at a grocery store. Examine each one and see if it’s something you’re going to put in your own cart. If not, it’s okay to put it back on the shelf. When someone offers advice it’s okay to take the time to see if it’s something that resonates with who you are. If so, use it and apply it. If not, no further action needs to be taken. Do what’s right for you.
Do better in sales
Oprah Winfrey said, “You don’t become what you want, you get what you believe.” Belief is an important concept. Let’s consider two definitions.
Belief is an acceptance that a statement is true or that something exists.
Belief is trust, faith, or confidence in someone or something.
Without belief, trust, and confidence in yourself, you can easily be swayed by others. If your belief system determines your success and sales, you need to make absolutely sure that what you are absorbing into your belief system is worthy of your goals.
If you see yourself as a sales rep who is never going to hit 100% it is more likely you will consistently fall short. You won’t push yourself for more because you have already limited yourself. On the other hand, if you believe you can do more to increase your commission, you give yourself a better chance of hitting those goals. If you want your actions to be more in line with your goals, consider waking up earlier, reading more books, listening to more podcasts, and doing other focused activity.
Create a positive belief system
Many sales reps are saying they can’t get in touch with prospects so they don’t bother making calls. This is not the right perspective.
You can get in touch with people. It just may take longer than it did before. Many prospects are having to re-route their business lines to home phones. Be consistent in creating those contacts because they could eventually lead to a text saying they’re ready to talk. You can now start a dialogue and grow the relationship.
The other idea that many sales people believe is they can’t make phone calls to prospects after a certain time of day. Donald used to work as a sales rep for a software development company and many of the sales veterans he looked up to would finish their day by 4:30 in the afternoon.
Donald’s job was to make calls and set appointments after they left. Donald didn’t share the belief to end his day by 430 so while everyone was busy packing up to leave, Donald was making calls. As a result, he was able to talk to an IT Director who became interested in the service that Donald’s company was offering. The deal was closed within three months, a record for a process that usually lasted from 18 to 24 months.
Donald wouldn’t have been able to land that deal if he’d bought into the belief that prospects didn’t pick up their phone after 430. Your belief system will change and evolve but it’s important you don’t bring limiting beliefs with you.
Believe that you will succeed and have ample faith in your belief. Your mind will adapt to your belief and your body will act upon your beliefs so aim for great results. Most importantly, believe you can do it.
Change your belief system
You can find success if you position yourself to see the opportunities. You can succeed, thrive, and find your ideal customer.
“What You Believe Is What You Will Achieve” episode resources
If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.
This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.donaldk4.sg-host.com/closemoredeals also call us at (561) 570-5077.
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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
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