1
What is a Self-Limiting Belief
• Strongly held conviction • No doubt in your mind
• Usually have evidence and data • Difficult to see in yourself
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2
Examples Of Self-Limiting Beliefs
• No really good prospect would “say yes” • I can’t do X deals per month • I need my prospects to like me. • If I tell them why we are better they will hire me • It’s rude to ask a lot of questions.
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• Prospects are honest. • Prospects that think it over will buy from me. • It’s not OK to confront a prospect. • I can’t get referrals. • I can’t get introductions
• Any lack of result is due to the economy or marketplace.
© 2010 copyright Caramanico Maguire Associates, Inc.
• My prospect has all the power. • I should tell my prospects why they should buy from me. • I should tell my prospects how to reach a decision. • I don’t need a strong relationship with prospects in order to sell them.
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3
Recognizing Self-Limiting Beliefs
1. You can’t get the results others seem to be able to get • Total sales are not what they should be • Can’t get people to make a decision • Can’t get to the pain of the prospect
• We use the same words as colleagues but they get answers and we don’t
© 2010 copyright Caramanico Maguire Associates, Inc.
2. You Experience Non-productive Behavior • • • •
Not following the Proquest methodology Not closing when you should Taking put-offs prospects give us. Not asking questions you know you should ask
3. People with lesser skill and experience have greater success
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4
How Beliefs Change
1. Beliefs determine results
BELIEF
ACTION
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RESULT
2. You can attack the belief directly • Make a conscious decision
• Create doubt Get data that contradicts your belief Get testimonials form colleagues who believe otherwise Watch and listen to others as they sell Find documentation that you may be wrong
Imagine some reasons why you might be wrong
© 2010 copyright Caramanico Maguire Associates, Inc.
• Associate Pain to the current belief Not enough referrals
Longer sales cycle than others Writing too many proposals and quotes to unqualified prospects Having to explain a weak pipeline to the Boss Having to explain a weak paycheck to a spouse
© 2010 copyright Caramanico Maguire Associates, Inc.
3. You can change how you act ACTION
RESULT
BELIEF
4. Results may change on their own RESULT
BELIEF
© 2010 copyright Caramanico Maguire Associates, Inc.
ACTION
