“Sales sabotage can be overcome, but you must watch what you’re doing, what you’re saying, and the results that you’re producing.” – Liz Wendling in today’s Tip 239
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Liz Wending. Liz is a nationally recognized business and sales consultant and the author of 6 books. Liz shows professionals how to make a profound difference in the way they sell and communicate both online and offline. Here she is:
Liz Wending: Sales sabotage is one of the biggest challenges business owners face today. Sales sabotage will never get better on its own. It doesn’t heal by itself and it will never magically disappear. It only gets better when you see it, you admit it, and then you take necessary action to overcome it. These patterns and behaviors are so ingrained in your daily activities that they’re basically running on autopilot. Every day you wake up and these behaviors go to work right along with you. Sales sabotage is a way of being, thinking and acting that damage your belief in yourself and your sales abilities and it stops you dead in your tracks. It keeps you from achieving what you say you want to achieve. So basically it’s the equivalent of all talk, no action. All talk with no results to show for it. It’s easier to say what you want, but its way harder to step up and take the action it really takes to make things happen in the way you say you want them to happen. Many people talk a big talk. They talk about what they want. They declare these big things for themselves in their business, but the actions they take to get there make it nearly impossible for them to do so. They’re doing a lot more talking than taking action. Sales sabotage is extremely common and it really does affect everyone in some shape or some form. And many people come up with some of the most beautifully refined and compelling rationalizations, excuses and justifications for not doing what they know they need to do. They spend precious time justifying and rationalizing and coming up with those reasons and excuses why they’re not seeing the results and why they didn’t get around to doing something. Instead of just spending that precious time doing what they said they were going to do. So here are some of the countless ways that professionals sabotage themselves and sabotage their success. Let’s say you know you need to follow up with a few new clients, but you tell yourself you don’t have the time or you just never got around to it. You say you’re going to prospect more and get on LinkedIn a little bit more and look for potential clients, but you never seem to get around to actually doing it. Or you start the activity, but you allow yourself to get distracted and pulled away. You declare that you’re going to be more active on social media, but somehow, someway, it’s one of those things that falls off of you’re to do list. Or you tell yourself you’re going to get up early and exercise so that you can feel strong and inspired all day at work. But you forget to set the alarm or you get all the way to the gym, but you forgot your gym clothes or you say you want to do more webinars or podcasts, but somehow time gets in the way and it never happens. Now I can go on and on and on all the way to, you know, you’re supposed to drink eight glasses of water, but you never go near anywhere near the sink. Its things like that, that we say we’re going to do something but we never followed through. It takes so much energy to declare all of the things that you’re going to do and then the energy it takes to hold yourself back is worse. So you have to pay attention to what you’re committing to and what you say you’re going to do. And then watching yourself not take the action necessary. You have got to stop yourself dead in your tracks and acknowledge, here I am declaring what I want to do, but I’m not following through and then take the action. Now I know it’s easier said than done, but the only way to stop sales sabotage is for you to watch how it’s slowly creeping up and how it holds you down. Only you can stop the sabotage with awareness and paying attention to what you’re doing or not doing. You’ve got to catch yourself in the act. Otherwise, you will continue to sabotage yourself and you will continue to lose sales and opportunities. Sales sabotage can be overcome, but you must watch what you’re doing, what you’re saying, and the results that you’re producing.
Scott Ingram: As always we’ve got more links for you and even a transcript at DailySales.Tips/239. One of those links will take you to a free audio program where Liz will show you how to transform your sales language and change your sales results.
Thanks for listening and be sure to stop by tomorrow for another great sales tip.