One of the biggest battles you probably come across in your sales career is self-doubt. It is that voice inside you that says:
“My quota is too high.”
“That prospect won’t buy from me.”
“Prospecting is my weakest talent.
These are self-fulfilling prophecies that will happen if you fall prey to their repetitive murmur. All of these thoughts, ideas, or preoccupied notions start with assumptions. Is your quota really too high, or do you just wish it to be lower so you would not have to work so hard to reach it? How do you know the prospect won’t buy from you? Have you been told this? Why is prospecting your weakest talent? How much time have you spent honing this skill?
You assume that you know the answer before you ask the question. I have had this proven to me time and time again, and still I find myself with self-doubt and assuming the outcome. When you find your mind wandering before a prospecting call, or a presentation, or closing for the business tell your self you do not know all the answers.
If you do not know all the answers find out.
This has been my mantra all year.
This mantra helps me stop self-doubt. If I ask questions, I know what to do. I will not have to wallow around in all this self-doubt.
The devil is in the details. Watch the way you speak to yourself. Self-doubt can creep into your everyday language without being noticed. When you are speaking with or e-mailing customers watch out for self-doubting verbiage. Watch out for phrases like:
“I hope we can be of help.”
“I doubt we can do that.”
“I think we might be able to …”
“I wish…”
Be more specific in your communication. Use phrases like:
“I know.”
“I will.”
“We can.”
These phrases start off with self-confidence. Please, keep doubt out of your prospect’s mind.
Self-doubt usually goes hand-in-hand with the effort put into something. The more effort exerted the less self-doubt. Overcome your self-doubt. Ask questions. Listen to the answers. Study. Practice. Improve your sales production.
