Does financial success seem to elude you, no matter how hard you strive? Do you get close to your goals time and time again, only to find yourself repeatedly "snatching defeat from the jaws of victory?" According to direct sales expert Pat Pearson, you may have an unconscious agenda that is leading you to self-sabotage your sales.
"I have seen it over and over in working with hundreds of entrepreneurs and salespeople," says Pearson. "Undermining their ambition is at least one hidden belief that holds them back from succeeding."
For instance, Sally consistently finished in the Top 10 of her cosmetics sales company each year. By October she was usually the #1 or 2 sales producer. Yet in the last quarter, her sales would inevitably slide until she finished the year in 5th or 6th place—still excellent, yet clearly below her potential for the top spot.
Similarly, Janice sold clothing through a direct sales organization. Although she was very smart and personable with a great deal of style, she could never seem to make more than $30,000 a year, regardless of how much effort she put out.
If these examples sound frustratingly familiar to you, the reason may be rooted in your unconscious "Deserve Level."
Explains Pearson, "Most people have an amount that they have unconsciously set as what they deserve to make. Whenever their earnings approach this limit, it triggers a host of self-sabotaging mechanisms that counteract their goals—they start to lose sales for no apparent reason, or their motivation drops, or they simply hit a sales ceiling that they can never seem to exceed."
Once you identify your Deserve Level and its underlying causes, you can stop the sabotage and turn around your success.
Sally internalized a childhood message that being number one professionally meant that people wouldn't like you. So she unconsciously sabotaged herself in order to be liked. Since reprogramming this negative belief, Sally has remained the number one or two salesperson in her company ever since.
In Janice's case, she uncovered a fear that her father—a farmer who had never made more than $30,000 a year—would no longer love her if she earned more than that. When she asked him, he replied, "Of course not, I'll love you no matter how much money you make." One year later, Janice grossed $100,000.
Pearson provides in-depth coaching to individuals and organizations who want to increase their Deserve Level through her website (www.PatPearson.com). Here are the basic 8 Steps to Sales Success that she teaches her clients:
1) Find out your Deserve Level. First, write down the lowest monthly figure you can make and still stay in business. Then, write down the highest monthly figure you've ever made. This range is your Deserve Level.
2) Determine your business or personal goals for this year. These can include your desired income, how many people you want in your downline or your wish to have a loving relationship.
3) Ask yourself, "What am I doing to sabotage my goals?" For example, do you avoid public speaking or choke up when it's time to close the sale?
4) Explore what fear(s) might be causing the sabotage behavior. Look at common fears such as fear of rejection, fear of asking, fear of closing, fear of failure or fear of success, or something unique to you.
5) Change your self-talk. More than 75% of our internal communication reinforces negative views about ourselves and the world. By writing out new beliefs, wants and goals as if you already have them (e.g., "I choose to do the work necessary to make $100,000 this year"), 20 times a day for at least 21 days, you can permanently "reprogram" your new Deserve Level.
6) Practice self-release. Accept, express and release negative emotions like anger, jealousy and discouragement. Ignoring these feelings won't make them go away; they simply go "underground" and work against you behind the scenes.
7) Focus on self-nurturing. Be kind and understanding to yourself, especially when you are not perfect. Perfectionism amounts to ignoring the 95% of you that's good and criticizing the 5% that can be improved.
8) Get support. Choose mentors who believe in you and encourage you to go after your dreams the same way they did. Allow yourself to receive praise for your accomplishments on a regular basis, and ask for positive feedback when you are feeling uncertain.
Using these 8 Steps to Sales Success, it is possible to stop sabotaging yourself and reach your goals—whether you want increased sales, better health or closer friendships.
Copyright: Copyright © 2008 Pat Pearson, MSSW
About the Author:Pat Pearson, MSSW is an internationally known author and motivational speaker with a passion for inspiring individuals to claim their own personal excellence. A clinical therapist for over 30 years, Pat has given more than 6,000 talks and seminars worldwide and has spoken to over 250,000 direct selling professionals and has worked with more than 300 companies in the U.S. More information on Pat Pearson's approach can be found at: http://www.PatPearson.com
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