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7 Key Mindset Issues That Are Sabotaging Your Sales Success

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sales success

You might be wondering why you’re struggling to book enough consultations for your business. Perhaps, you might be booking in the initial calls, but wondering why no one is buying your services. If this is true, then you must change the way you think about sales.

Firstly, sales isn’t what you do TO someone. It’s something that you do FOR someone. Sales often gets a bad rap, but selling is actually helping. So remember this, and recognize that sales is a consummation of a relationship. Someone wants to exchange something that they value, which is money, in exchange for something that they want, which is your expertise.

Selling is good for you and your clients. When you sell your services, they get what they want which is helping them to achieve their dreams and you get what you want which is money, and both parties are excited.

These 7 key issues standing in the way of your sales success come up time and time again, and they’re responsible for business owners getting seriously stuck:

1. You are judging your potential clients before they even speak to you

You’re speaking to them, but secretly you’re saying to yourself that they can’t afford your services, which is disrespectful to your potential clients. You’re judging them based on your own thinking.

You simply can’t just look at someone’s appearance, how they speak, their nationality, their sex, where they live, or anything else, and make an assumption about whether they can afford you or not. If you go into the conversation being judgemental, you’ll consistently find it hard to close the sale.

2. You assume that no one will buy from you straightaway

You tell yourself that they need time to think about it, or that they might need to speak to their partner about it. Because you are thinking this, you won’t even ask for the sale. You have told yourself that they are not going to buy today. You’re projecting your thoughts onto your clients which is sabotaging your sales success and how much money that you’ll bring into your business.

“The best way to sell yourself to others is first to sell the others to yourself.” – Napoleon Hill

3. You think they aren’t going to get results when they work with you

You worry that nothing will change for them, and that they’ll end up being disappointed with you and what you offer. As a service based business owner, you must know and trust 100% that when people choose to work with you, they will get the results that they desire.

4. You don’t have a signature system

You simply jump on the phone with your clients each session and answer their questions, or let them leave the conversation. As a coach or consultant or service provider, it’s your job to lead your prospect through the process that they need to follow. Being reactive isn’t an option.

5. You have negative beliefs about money

You attach a meaning to money, such as believing that money is bad, that people who have money are wasteful, or that people who have money don’t care about the environment.

“If you are not taking care of your customer, your competitor will.” – Bob Hooey

6. You haggle

When you’re buying services for yourself, you never want to pay the full price, even if you’re hiring contractors for your business. If you’re doing this, how on earth can you expect someone to pay your fees? You will also attract hagglers who constantly want you to drop your rates.

7. You don’t believe that someone will pay your asking price

If you don’t believe in your own pricing structure and the value that your offer can bring, then no one else is going to either. You have to know, recognise, and fully believe that you have something of value, and that your clients will invest in themselves with your services.

These are all limiting beliefs that need to be smashed if you want to achieve sales success. Sales isn’t something that always comes natural to entrepreneurs, because you often can’t see your own value and worry about losing clients and not getting enough money coming into your business. This is a mindset block, and it often stems from thinking that you’re not enough, but the reality is you ARE enough.

You need to understand this, and recognise that you will get enough clients and they will be able to pay your premium rates for your service.  It’s time to get over your mindset issues that are sabotaging your results, and it’s time to achieve sales success in your business.

Which one of these are you struggling with the most in your business? Leave your thoughts below!

Image courtesy of Twenty20.com

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3 Comments

3 Comments

  1. Sija Mafu

    May 9, 2017 at 8:29 am

    Awesome article Petra! The battle is really in the mind. Thanks for sharing

  2. Lise S Bjarkli

    Apr 24, 2017 at 8:32 am

    Thanks for a thought provoking article Petra! It is so easy to self-sabotage our own business, I’m guilty of it too. An approach I have found useful is to ask the questions:
    – What inside of you is telling you those false beliefs? Why is it doing that and does it have a good intent for you?
    – How can that same voice help you know that you ARE enough?

  3. Jay

    Apr 21, 2017 at 2:13 am

    Wow! The things we know but we don’t confess are here. Prejudging and being doubtful about our own service/product quality. Biggest enemies I had were these two. You opened my eyes.
    Thanks a lot, Petra

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Success Advice

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Why It’s So Important To Break Out Of Your Comfort Zone

Joel Brown (Founder of Addicted2Success.com)

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Fear of Snakes

So I completed a Snake Handling course 6 years ago and during the final test of the course, we were asked to capture and bag 5 of Australia’s Deadliest snakes in a small confined room. The room had a Tiger Snake, Dugite, King Brown, Death Adder and a Red-Bellied Black Snake all slithering around at the same time. I couldn’t believe what I had got myself into.

Snakes were one of the biggest fears of mine. I would imagine a snake running underneath my feet from time to time and I would actually bring my feet up off the floor to avoid getting entangled or bitten by these imaginary snakes I had created in my mind. I would even have nightmares about snakes biting me and it would wake me up in sweats in the middle of the night.

I could have never imagined doing this in my life but I did it because I knew that I had to get passed this ridiculous fear I had of snakes, and I am grateful I was able to show up for it.

Checkout this podcast episode where I share how You can Master your Sub Conscious Programming around your fears in 2 Steps:

While attending this course, the subject of Fear was brought up and the presenter asked a number of people:

 

“What Are Your Top 5 Fears?”

– Public Speaking

– Cancer

– Sharks

– Snakes

– Heights

Were at the top of the list for most people.

 

The instructor carried on with a story of how he had just arrived back from a trip to the Northern Territory of Australia to visit an aboriginal community where he had met a 7-year-old boy who was absolutely scared to death of spiders and the dark.

Killer crocodile fearIt did not matter what kind of spider it is, he was scared and that was that. This boy would hunt crocodiles and lizards but was scared of even the non-venomous spiders.

All he had learned from a very young age was that spiders are dangerous and that they WILL kill you, yet the crocodiles and snakes that the boy would play with and hunt for are by far more deadly than most spiders that your everyday human would come across.

He was taught between the crucial years of 1-6 yrs old that the dark is full of evil happenings and that spiders are incredibly deadly and will kill him if he goes anywhere near them. So he was devastated to sleep in the dark and would jump on near by people just to get away from a spider nearby.

I’m not here to say that spiders aren’t dangerous, they are, and some out there have the potential to kill you. This boy was right to be cautious around spiders but where he lacked knowledge, or the right information about these creatures, eventually left him fearful of something he had never really understood.

This boy is just an example of many other people out there that are limited by their fears because of the little that they know. The less you know, the more fearful you are. This is only human and we are naturally scared of the unknown.

So the key thing here is we need more “KNOWLEDGE!” and it is in our best interest to want to understand how things work if we want to become less fearful of what the wild and wonderful world we live in has to offer.

You have to “EXPERIENCE” things to have a better understanding of the activity or whatever it is you are most scared of.

Joel Brown Snakes Fear

Joel Brown – Certified Snake Handler

When you increase your knowledge you can grow to the level where your fear is set at, so when the two meet it creates a level called “RESPECT”.

This is the perfect level to be on because you will now have a respect for what you fear which will allow you to then work with it rather than being submissive and missing out on the wonderful feeling of successfully OWNING! the outer areas of your comfort zone.

Everybody has a fear of some sort and learning more about what you fear and even voyaging through your ‘un-comfortable zone‘ will prepare you for the hard knocks in life on your road to success.

 

I have a few more fears to conquer myself and I am happy to say that I have crossed ‘Snakes’ and a number of other top things off my list. I’m sharing this story with you in hopes that you too will face at least one or two of your fears. Not to say that “you did it“, but to prove that you can outgrow your own personal limitations.

Your fears could be holding you back, they could even be the final piece you need to experience a brand new lifestyle or a brave new world of fun.

 

So get out there, learn more and grow!

 

No matter the storm, may your Faith be stronger than your Fears – Joel Brown

 

 

Feature Image Original Source: Indiana Jones – Raiders Of The Lost Ark

 

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