Work Your Self-Esteem, Change Your Self-Image
Among the fastest ways to achieve improvement in sales results mostly comes from changing your self-image. This is because the moment you see yourself as a different person, you begin to behave different as well, and simply because you start to behave differently, you get different results
The saddest thing in sales is to watch someone go from day to day, wanting good results but having to settle for poor to mediocre results because of their self-image. In fact, many with a poor self-image are also unable to bring themselves either to ask the prospect to make a buying decision, or they are prepared to accept whatever the prospect decides to buy at the time – whether this is what is best for the prospect at the time – they just accept what the prospect wants – because it’s better doing that than leaving the premises without an order.
At the extreme, many will spend the day going from office to office, or factory to factory, all day long, giving a presentation of sorts and leaving behind a little book or brochures for the prospect to read. How many of those that they presented to would get back to them?
At a guess, not too many. Then when they called their contacts back (after they had time to think about it), most would invariably say to the seller that they were not interested.
The fact is, those with low self-esteem not only sell less because they get desperate over time, if they sell on commission only. Most will be living (surviving) from hand to mouth, one day at a time. And although they may be seeing quite a large number of prospects, they generally make very few sales.
Yet there is a simple turn-around that they can apply to reverse, or at least lessen this situation. All they need to do is to realize that it is simply their fear of asking for the order that is causing all the problems they are experiencing.
That’s right, It is not their prospects that are the problem, it is them that have the problem. All they need to do is to change their-image and this in turn will change their behaviour if they want their results to improve.
That’s right. It’s as simple as that. Change your self-image and the results will come – and in most cases the results will come (almost) immediately.
The Seller Needs to Make a Decision
The salesperson (whether new or a little more experienced) needs to make a decision, at some time in their selling career, to move forward and take the initiative – and sell – because it’s what they get paid to do. It’s as simple as, once the seller has completed their presentation, the prospect would by then, know everything that he or she needed to know to make a decision – there and then. For that reason, there would be no benefit or even an advantage for the seller to leave any material behind or to give the prospect a day or two to think about making a decision.
Even if they make a call, and haven’t finished their presentation, and the prospect says, “Let me think it over,” all they need to do is smile, and then say “ I do not make call backs because I’m too busy, and then add, “You know everything you need to know to make a decision right now. So why don’t you just take it?”
More often than not the novice seller may feel the sweat running down his, or her, spine and while looking the prospect in the eye, all anyone would most likely see is the prospect shrug his shoulders and say, “OK. I’ll take it. How would you like to be paid?”
With a new attitude, do not be surprised if your selling takes off over night. And with the right attitude, there is no reason for your sales to not keep growing as you improve and grow. So make today your turning point as you make a conscious choice to realign your self-image into a new you and as you do, notice how more consistent your results will become.
Realign your Self-Esteem and watch your Personality Change with it
Your self-esteem is perhaps the most important ingredient that influences your character. Your self-esteem is also the one thing that realigns the emotional part of your self-image. And as your self-image of who you are changes, so will your inner power. Then as your inner power increases it becomes the emotional driver that refocuses and realigns your life. So as your beliefs change, so will your self-esteem, which in turn will help turn around your life the way you believe it to be. Yes, it’s perhaps the most important single element in determining how your attitude will be the driving factor in the change your personality will experience. Your self-esteem really is the key to your success in life.
Now the Bonuses that will come with a Change in Your Self-Esteem
Here is the first of the bonuses you will experience. Your self-esteem is the driver that helps you define how much you like yourself. And the more you like yourself and the way you have helped to reshape yourself, the easier it will be to accept yourself for who you are and the easier it will be to respect yourself for who you are – a valuable and worthwhile person. Then the higher your self-esteem becomes, the more you are likely to feel that you are an exceptional human being, the more optimistic and contented you will be.
Your next bonus is that your self-esteem is the driving force that will also determine your new levels of energy, passion and self-motivation. In addition, your newly elevated level of self-esteem will become the new spring board to your refocused performance and effectiveness.
When self-esteem is realigned, it acts like the supercharger in car, propelling you forward at incredible speed. That’s why those people who have high self-esteem do really well at everything they attempt to do. It also helps supercharge the individuals growth and evolution as a person.
Your Self-Esteem can Define Who You Want to be
Your self-esteem can be defined as the person you really want most to become at a time in the future. Many refer to this optimistic realignment of your personality and/or outlook as your self-ideal, and it’s this self-ideal this a pivotal to determining the future focus and direction of your life. On the other hand, the self-image will determine the manner in which a person functions today.
In other words, your self-image is the way you do things and act in the present, but the benefit to the salesperson here is that your self-esteem is primarily influenced by the synergy between your new self-image (the way you perform in your daily activities), and your newly acquired self-ideal (the way you could perform if you were to perform at you very best).
But there’s more to this synergetic alignment between your self-esteem and your self-ideal, because the more your daily activities consistently align with the person you want to be, the higher this will elevate your self-esteem. So, if your ideal you is to be a well-organized, positive salesperson that is working progressively and focusing on goals, it’s what will become reality in less time than you could believe.
Then as you work diligently towards your ideal objectives, you will keep growing a healthy level of self-esteem in every area of your life. And the more confident you become, the happier, healthier and more optimistic you will become as others see you as a high-performance and unstoppable personality.
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Copy and distribute this content as often as you want. You are encouraged to share it. © Copyright Peter Collins, Sydney, Australia, 2002, 2007, 2011, 2015, 2017
This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies over 48 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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