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The Sales Evangelist

Donald Kelly, Imposter Syndrome Are you one of the many sales reps who suffer from imposter syndrome? If so, how can you keep imposter syndrome from destroying your cold-calling efforts? Join Donald as he talks about the subject.  

Defining imposter syndrome 

  • Imposter syndrome is a psychological pattern where an individual doubts his/her own abilities to do something. This then prevents them from acting or doing what they’re supposed to do. 
  • One would usually feel the imposter syndrome when they’re doing a task that’s new to them. For example, if you are new to a selling marketing services role but you have very little experience in sales, you may feel overwhelmed when selling your services to large companies. 
  • You may feel like a fraud when speaking with Chief Marketing Officers and others. 
  • As mentioned, it’s a psychological pattern. It’s a way of thinking that you’re not capable of doing something and that you’ll always be seen as a fraud. 

The truth about imposter syndrome

  • Imposter syndrome is a belief. 
  • With imposter syndrome, your mind creates different situations. In truth, some of these made-up scenarios will happen to you in your sales journey. Not everyone whom you’re going to speak to will buy from you. 
  • Instead of looking at the people who will not buy from you, focus on the potential customers who will buy from you. 

It’s a belief 

  • As much as you believe that you’re an imposter, it is better to believe in the opposite. Believe in yourself and believe that you have something good to offer. 
  • Look for ways to build your confidence One way to do that is to look at your past customers or the customers at your current company. Build your confidence and be excited about what you’re going to offer. 
  • You need to understand the problem or the pain of your customers to be able to articulate how you can potentially help them. 

Recognize that not everyone is going to buy from you

  • If you speak with 20 people, you can’t expect all these 20 people to buy from you. 
  • Remember that if somebody rejects you, it doesn’t mean that they’re doing so because you’re a fraud. They are rejecting the offer or the opportunity at the moment but they will likely change their mind the next time. 
  • Don’t give up just yet when you only used one approach. Don’t back out immediately. 

Know that there are people who want what you offer

  • Focus your attention on the people who want what you offer. 
  • Some people are not ready right now but there are others who are ready to take the plunge and jump with you. 
  • Pour your laser-focused attention on the people and organizations who are interested in your services. 
  • Don’t let the imposter syndrome hold you back. 
  • Here’s your assignment: Do 10 outreach activities. It may be doing calls, connecting on LinkedIn, sending outreach messages, etc. You will start seeing results from doing your outreach and this will help build your confidence. 
  • Follow this positive mantra: “This is a New Year. There are new opportunities and I’m going to get them.”
  • Change your mindset and go out every single day doing big things. 

“Prospecting: How to Keep Imposter Syndrome from Destroying your Cold-Calling Efforts” episode resources

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

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This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

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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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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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