OTS1.07. Limiting Perceptions and Selling Success

Objectives

  • Discover the limiting perceptions that can hinder sales
  • Reframe them to be more effective and supportive.

Agenda

  • Limiting perceptions defined
  • Reframing
  • Making a new perception a habit

Limiting perceptions defined

  • Perceptions define how we see the world.
  • It shapes how we sell.
  • Many people have beliefs that hinder sales.

Examples:

  • I’m not good enough to be successful.
  • I don’t like my prospects. They are [insert negative adjectives here, i.e., dishonest, dumb, clueless…].
  • Our products aren’t competitive.
  • Selling is hard.
  • Selling is a dirty business.
  • The market is too saturated.
  • I’m too young for my prospects to take me seriously.
  • I’m too old.
  • No one is buying in this recession.
  • Our products are priced too high.

Reframing

  • Can’t fight a limiting belief by picking the opposite.
  • The most efficient way to handle limiting beliefs is by reframing them with a new belief
  • Then making that new belief habitual.

Reframing Beliefs: Examples

Making a new perception a habit (How to practice)

  • Preplan the day.
  • Write affirmations to yourself and post them in places that you see often.
  • Self Talk (in private)
  • Reward yourself every time you succeed with the reframed belief.
  • Learn meditation and relaxation techniques.
  • Before any meeting with a prospect, tell yourself that you will focus on your new belief.
  • Take notes about when the old belief comes up, how you behaved, and the result.
OTS1.07 Form

1. Going back to the discussion on limiting perceptions, list some other common limiting perceptions that you know hinders people from their selling success.

2. Out of the list mentioned in this lesson or the one you write in the previous question, describe which one tops your limiting perception and how has this effected your selling success?

3. Describe how you can reframe the above limiting perception into a new belief?

4. Explain how you plan to make this new belief into a habit?

  1. Preplan the day.
  2. Write affirmations to yourself and post them in places that you see often
  3. Self Talk (in private). When you notice the old perception coming up
  4. Reward yourself every time you succeed with the reframed belief.
  5. Learn meditation and relaxation techniques.
  6. Before any meeting with a prospect, tell yourself that you will focus on your new belief.
  7. Take notes about when the old belief comes up, how you behaved, and the result.