Tuesday, June 15, 2021

Worried about sales

Worried about sales.
One of the hardest things to overcome is the feeling of insecurity when you are selling on commission for a living. Without the security of a guaranteed income, your thoughts are continually interrupted by fears of failure, rejection, and “what people will think if I don’t make it.” This is serious for the person going through it. If you are on commission and only get paid when you make a sale, or in your own business and are totally responsible for earning an income, it is easy to have visions of not being able to pay your expenses. And sometimes you CAN'T pay your expenses and you have to deal with that as well. The obvious solution most people will give you is to control your attitude - easy to say and does not really offer a solution. A positive attitude is the end result you are trying to achieve. There are many short-term programs that give you temporary relief such as “self-talk”, repeating affirmations, and listening to motivational tapes. These activities are helpful, however, they are not dealing with the core of the problem. The question is; how do you keep moving forward with a positive attitude when you feel insecure and unsure of yourself? This insecure feeling causes you to look into the future with apprehension no matter how hard you try to think positive. You still see negative results from the effort you are putting forth today. You are not convinced that if you do the right things over and over again you will achieve the results you want. You can try affirmations by saying over and over to yourself, “I will make the sale”, “I will get the new account” and still end up with negative results. Why? Because even as you say the words and visualize the results, you don’t really expect it to happen! You don’t get what you want, what you wish for, what you think about, what you visualize or what you affirm. You get what you expect. Let’s say you wanted to have a backup cash reserve of $25,000 in the bank. You could affirm to yourself “I have a bank account with $25,000 in it.” You could write it down as a “written goal.” You could think “positive” about it. And still – nothing happens. Why? Because you really don’t expect it to happen! You don't BELIEVE. You might feel good about it for a short time. But after a few weeks, it will fade away. Reality will overtake you and you will file your $25,000 bank account idea away as a wish or a daydream or “it would be nice.” You have also reinforced the concept that affirmations, goal setting, positive thinking, and visualization don’t work. The next time you try to get something you want it becomes even more difficult because you not only have to overcome your current feelings of doubt and fear – you also have to deal with your past. “I’ve tried this before – it didn’t work out – but I’ll give it another shot”. Then, no matter how hard you try, deep down inside you don’t really expect it to happen and you are right - It doesn’t. You get what you expect. Nothing more - nothing less. If you want to increase your sales you have to really EXPECT IT TO HAPPEN. There is only ONE THING that builds expectations – ACTION – doing something productive.