Even at the best of times, sales can be challenging. The sales world presents unique difficulties, with many salespeople experiencing "head trash" - negative thoughts that hold them back from achieving their goals.
Some examples of head trash include:
Nobody is buying anything.
I don’t want to appear to be selling, as people may be sensitive to what they're going through.
I’m scared of the response.
It's important to remember that everyone has head trash at some point, but there are ways to overcome it.
How Your Comfort Zone Holds You Back
Negative experiences can lower self-esteem, which can, in turn, lower personal performance expectations. This can lead to settling into a "comfort zone," a place where there is no growth or challenge, and long-term survival is threatened.
It's crucial to constantly challenge yourself and avoid settling for subpar results. One way to do this is by pushing yourself outside of your comfort zone. For example, if public speaking makes you uncomfortable, consider joining Toastmasters or taking public speaking training.
The Power of Self-Talk
Most self-talk tends to be negative. It's important to distinguish between identity and role.
Identity encompasses your values, beliefs, self-image, and who you are at your core.
Roles are simply labels for what we do in life.
Many people confuse their identity with their role, leading to negative self-talk when things go wrong. For example, losing a big deal might lead to thoughts like, "I'm a terrible salesperson." It's important to remember that setbacks in your role do not diminish your inherent worth. You are a 10 out of 10, regardless of temporary challenges.
The Belief Wheel
Beliefs are powerful. If you believe something is true, you will act in ways that make it true, and vice versa. Approaching challenges with a negative outlook will lead to negative beliefs, judgments, and ultimately, actions that perpetuate those negative outcomes.
Conversely, a positive outlook can lead to positive beliefs, judgments, and actions that ultimately lead to positive outcomes.
To create a positive belief wheel:
Maintain a positive outlook: Focus on the possibilities instead of the limitations.
Make decisions: Don't procrastinate or avoid making decisions.
Maintain good habits: Keep up with positive behaviors and routines.
Keep your identity strong: Don't let external factors or setbacks impact your sense of self-worth.
Practice positive affirmations: Counteract negative self-talk with positive statements about yourself and your abilities.
Mentor someone: Use your expertise to help others, which can boost your own attitude and confidence.
Step outside your comfort zone: Try one new thing every day that challenges you.
Thriving in Difficult Times
It's important to remember that even in difficult times, people need what you offer. Be empathetic, listen to your clients' needs, and adjust your approach and communication style. By taking out the head trash and maintaining a positive attitude, you can thrive even in challenging circumstances.
Additional Resources:
Salespeople, pick up 8 Habits of Salespeople Who Thrive During Times of Economic Uncertainty
Sales Leaders, pick up Best Practices for Sales Leaders During Times of Economic Uncertainty