The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Fear and self-doubt have always been the greatest enemies of human potential.
Don’t Sell Yourself Short
Some people feel that they are terrible at closing sales. As long as you think
that and say it to yourself, then you will be terrible at closing sales. The very
idea of asking for the order will cause your heart to pound, your stomach to
churn, your palms to sweat, and your mind to go blank. The fact is that closing is
a normal and natural end of a sales conversation, as you will learn. Once you
have mastered the art of closing sales, you will be able to ask for the order under
any circumstances.
Some people are convinced that they are terrible on the phone. Because of the
common fear of rejection, they avoid calling people who may not be friendly and
welcoming. They then say to themselves, “I hate calling strangers.”
As long as you think and say this to yourself, every time you pick up the
phone, you are going to stumble over your words. You will make mistakes and
perform poorly.

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Challenge Your Self-Limiting Beliefs
The good news is that your self-limiting beliefs are usually based on
erroneous information. They are not based on fact or reality. They are very often
illusions in your own mind. Because they are unreal, you can get rid of them by
replacing them with new, positive beliefs of confidence and competence in any
area.
Self-limiting beliefs develop early and easily. Sometimes you will try
something, like skiing or skating, and do it poorly the first time. You will
immediately conclude that you are no good at that sport. From then on, you will
sabotage yourself by seeking out examples to validate your initial decision. Soon
you will avoid that area of activity altogether.
Louise Hay, the teacher and metaphysical writer, says that the core problem
that each person has is the feeling of “I’m not good enough.” We all have the
feeling, deep down inside, that we are not as good as other folks. We feel that
people who are doing better than us are actually better than us. If they are better
than us, we unconsciously conclude, we must be worse than they are. If they are
worth more, then we must be worth less. This false conclusion is the
fundamental cause of most unhappiness in our society.