How you view yourself has a profound effect on your success as a sales professional. Do you see yourself as living life from a position of confident strength? Or do you live each day fearing loss?

The Implications
Sales professionals who believe they have all the elements to succeed, usually do. Those who constantly work at vigilantly protecting what they have, don’t succeed. The universe is funny that way.

Living In A World Of Scarcity
If you believe most of the following things about yourself (be honest with your answers), your sales perspective is one of defensiveness and scarcity. You believe life is a zero-sum game. Your job is to protect what you have. You waste a lot of energy chasing demons that don’t exist.

• I feel desperate to fit in and get in. I live in a “pick me, pick me” world.
• The world is all about me. I’m the axis of my world.
• I need and want everyone to adore me. Every prospect is a qualified prospect to me.
• I must protect my current situation. I’m closed to new things, and change is usually bad.
• I have to be the center of attention. I talk too much and don’t sincerely listen to others.
• I feel deficient in many areas. I work hard to hide this from my employer and customers.
• I live in a small envelope of comfort. I’m afraid of failure, but I don’t want to reach too high either.

Living In A World Of Abundance
If the following better describes you (again, be honest with your answers), your approach to sales is one of abundance. Being the person God made you – mixed with hard work – will bring you all the things you need to be a sales rainmaker.

• Just being myself is enough to attract others to me. People are comfortable around me, and I feel no need to perform.
• Not everyone is right for me. Not all prospects are right for my company or me either.
• I don’t see all people as competitors to my success. It recharges my batteries to help others.
• I’m always available psychologically to others. I’m in the moment. I want to hear what they’re saying.
• I feel no need to change anything about myself. Just being me is enough.
• I’m confident that all things are possible for me. I don’t waste energy on building walls that limit me.

Sales Tips Wrap Up
What you see when you look in the mirror not only greatly affects your outlook on life, but it profoundly influences how others see you. They notice your “vibe.” Customers are attracted to those who are comfortable in their own skin. Seeing life from an abundant perspective allows you to do this.

©2010 Scott R. Sheaffer

Related posts:

1. Be honest with yourself. Are you afraid of your competition?
2. 3 Personality Pitfalls Common To Sales Professionals

Tags: career, listening, personality, types

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