Hello, salespeople. This is the module on how a general process for how to overcome self limiting beliefs. The major value in this particular video is in having a process to overcome these self limiting beliefs. Because it's the only way you're ever going to get a quantum jump. And look at quantum a quantum leap be let me give an example. If you wanted to go from the first floor of your house to the second floor of your house, one way to do it would be to go up the steps, you know, you go up step by step by step by step, and you would take some time and get to the second floor.

Another way to do it, not quite so common is to just stand at the bottom of steps and take one giant, you know, leap and leap to the second floor. takes a lot of energy, right, but you're up there instantaneously. And that's kind of how it is in in growth in in sales, to really get an in depth description of this process, you want to go to the process for growth video, which most likely you've you've already watched but, but there's a, the only way to do it is to overcome the self limiting beliefs and hidden obstacle. So this will give you an eight step process for how to do that. Now, what are these hidden obstacles now? Basically, they're the psychological, emotional factors that get in our way.

And we've talked about these in other parts of the program, most notably in the module on the attributes of the optimal salesperson, but they tend to be self limiting beliefs. Need for approval, controlling emotions, changing your buy cycle and and, and, and getting over money weaker. So there's modules on each one of these separately, but for right now, what I'm going to do is give you the generic process for overcoming any self limiting belief. Look, you don't need, you don't actually need help or coach or me or anybody else to help you go through it. And ultimately, you should get to the point where you just routinely work on these beliefs and go through this process and have, you know, two to three quantum leaps per year. But in the beginning, you know, it's helpful to have somebody lead you through the process.

So what I'm going to do here is, is give you this, this process, but before I do, let's talk about how these these, these hidden obstacles affect our sales efforts. The first thing is they waste time and energy needlessly. For example, let's just say you had the the weakness of being uncomfortable talking about money anytime you were in front of a prospect, or even thinking about getting in front of a prospect and strategizing What you're going to do, you might be saying, well, he's gonna have to worry about money. And you're gonna think, ah, I don't know if this is the right time, I don't know, I don't know how to do it, I probably won't want to talk about it, I better not do it. And maybe you'll, you'll get through the sales call and without bringing up money while you're on the call. You might, you know, be it'll be going through your mind, I should ask him about money.

You know, Dan said I should ask him about money. And, and all this, you're wasting all this emotional energy. And of course, you get to the meeting, you don't ask. And then you have to have another meeting or else you, you don't qualify the person properly and you end up writing a proposal and, and, and then your prices, you know, 50% higher than what they were looking to spend and you lose the deal or you have to go back and reprice it and you're wasting all this time and energy. Whereas once you've overcome that weakness, you won't even think about it. You'll just say okay, okay, I just want to make sure my is about the money and go on the call when you come the appropriate time.

You'll just ask you'll maybe you'll disqualify them and say they will they only want to say 1500 dollars and you know, your price, your minimum price is 2000 say, Well, look, I can't help you. And of course, move on save yourself the trouble of writing that proposal, right? Or, you know, you'll deal with the money issue right there, you know, and your in your proposal writing process will be much smoother. So, that's how it wastes time and energy. You know, you'll end up with when you have these hidden obstacles, you waste time dealing with things that don't matter. You'll you'll worry about you know how you're going to approach them what you're going to do here what you're going to say there and ultimately, it probably doesn't matter.

They'll cause you to do things you shouldn't do like an example I've just given you you'll you'll end up writing a proposal You shouldn't have written, right, but just because you had that weakness. Once you get rid of the weakness, you'll stop doing things that you that you that you know, that you shouldn't be doing. And these hidden obstacles tend to cause us to avoid things that we should do. So you know, one obvious example is talking about money, we should talk about it and the causes, so avoid talking about it. If we have need for approval, you know, we'll avoid doing anything that looks like it's risky. So you know, there's lots of things that will avoid there.

If we have a fear of rejection, we'll avoid making a cold call because we you know, it's too high probability of getting rejected. So this is how they affect us. And that's why it's so important to learn and internalize this process and make it part of your part of your sales life to work on overcoming these now. The next question everybody always asked me is, well, how did they get there? And the first thing I want to tell you about this is it doesn't matter how they got there. I mean, it's there.

You're uncomfortable talking about money because it doesn't matter that it was your mother who beat it into your head when you were three that you shouldn't talk about money. Does that matter? Or does it matter that you know, you learned you learned it in school or your first boss called you battered or, you know your neighborhood caused you to be uncomfortable talking about mine? None of that really matters. It just matters that it's there could also look, you know, they get there all kinds of ways parents, teachers, colleagues, your neighborhood, your boss, the neighborhood you grow up and so but, you know, I can see you, you can go into psychoanalysis and for two or three years and you'll finally figure out where it came from. And trust me, it will not help you overcome it, knowing where it came from.

I've actually been through that process, and it does not help knowing where it came from. Right. Okay, now that I figured that out, now what I still have the issue, the time would be better spent overcoming it than trying to figure out where it came from. Okay, before I get into the process itself, let's talk about what happens when you overcome the obstacle. And that that that's where the real value comes from. I already gave you the example of kind of leaping from the first floor to the second floor, but let's be a little more specific.

Now. We've already gone over this in another module called the process of growth. But But I just want to go, you know, reiterate it here. As you start to learn techniques, sales, sales techniques sales process, you'll get some incremental growth. And you'll start to work on overcoming the hidden obstacle. Let's use the money weakness, for example.

And it doesn't go away instantaneously. Just because you watch the video on how to overcome the money. Weakness doesn't mean it's gone. Just because you think it should be gone doesn't mean it's gone. You have to put some emotional energy into it, so that you fight through that discomfort you have in talking about money. Now, let's say you put that energy in for a couple weeks, a couple months, you know, and finally one day it goes away.

Right? What I'm gonna say is it doesn't go away. Gradually, it goes away instantaneously. If one day you have it next day, you don't Relatively speaking, let's say one week, you haven't one week you don't. beliefs change that way they don't, you know, you know, you might have a little doubt for a little bit of a while and you start to feel a little bit better about it. But one day pool is just gone.

And once that's gone, and all sudden, it's much easier. So one day, you're, you're struggling on a sales call to talk about money, and the next day, you're okay. Talking about it may be hard to believe. But I think you do have 111 example in your life. If you if you were a person who believes in Santa Claus when you're a little kid, and I think I use this example one of the other videos, but if you're a kid who believed in Santa Claus, you know, nobody could shake your belief. You had this belief for years, but six or seven or eight years, you had this belief and you had data, you had proof and your mother told you it was true.

Your father told you was true. Maybe your friend said there wasn't a Santa Claus, you wouldn't believe him. And then you started to have a little doubt and one They all of a sudden, you know, you realize, you know, there's enough questions in your mind, you started bugging your parents about it. And finally they they break down and they tell you, and you suddenly your whole world changed, right? Everything you saw everything through a different lens. Kind of a sad story if you think about it, but but, but the point is the belief was there one day and not there the next day.

And that's kind of the phenomenon that happens. And when that happens, your sales effectiveness will increase, for example, need for approval. If you had it one day and got rid of it, and you got rid of it, your sales, your sales effectiveness would increase about 50%. So that's the value of it. That's the process. That's what happens when you get rid of it.

And that's why you need to put the energy into overcoming these self limiting beliefs. So now let's talk about the process. It's an eight step process. The first thing is you have to choose one to work on. You know, everybody has multiple self limiting beliefs, multiple hidden weaknesses, no matter how good you are. You still have Some kind of some some kind of issues.

Now, my suggestion is that you pick one at a time to work on. I personally have tried to work on three or four at a time and the emotional energy gets spread too thin. So pick one work on it. From time to time, you can do too, but I would suggest one at a time, and it's gonna take two or 345678 910 months, somewhere in there, right? Maybe even a year and a half. Someone's like need for approval, it's really deep seated could take a couple years to get rid of the second step and numerate how it's affecting you.

This is the purpose for doing this is to get leverage on yourself. So in other words, this is the motivation for you to change. So how's it affecting me? It could be that I'm wasting time it could be that it's causing me to waste energy it could be that it's caused me to spend too much time at the office and then and preventing me from spending time with my family. It could be that I'm just totally frustrated. It could be that because I can't get over this issue.

I don't make enough money, my family suffering somehow, but whatever it is, write it down. How's this thing affecting me? Step three, you have to commit to changing. It can't be a conditional commitment. I'm going to get rid of this as long as it's not too painful, right? It's just I'm committed, I'm going to do it no matter what nothing's gonna get in my way.

You know, not, not the commitment that you have on New Year's Day, when you make a new year's resolution, right? You're committed for about a week, or maybe even three days for usually doesn't last too much longer than that. So, I mean, it's absolute 100% commitment. I'm going to get this done. One way to enhance your commitment is to tell somebody you know, don't just keep it to yourself, right? Because it's too easy to let your Have off the hook, tell your spouse, tell your friends tell people to tell somebody that that's not too fun of you, right?

But whatever it is, whoever you choose to share with somebody, you know, an accountability partner maybe or somebody who is a mentor something that that's what you're working on. Okay, so now we've we figured out which one we're going to work on, we've, you know, we've, we figured out what's, how it's affecting us. And we know what the problem is, we've got motivation to fix it, we've committed to changing it. Next, Next, you have to adopt the proper mindset. So let's use the money one, for instance, we've been talking about that. I've committed that I'm going to get over this money weakness, which means I'm uncomfortable talking about money.

So what's the proper mindset? The proper mindset is, hey, it's okay to talk about money when I'm on a sales call. It's not okay to talk about money in a Private you know in a personal situation a barbecue with my next door neighbor but it's okay on a sales call with a with a prospect it's okay for me to ask how much money they're willing to spend they after all, you know they're gonna ask me to do some work put the proposal together you know I have the right to know how much they're willing to spend so so get the right mindset now if you're not sure what the right mindset is, you have a mentor you can you can email us, you can, you know, you can a really good place to get it is somebody who doesn't have the problem, ask them what their mindset is, and adopt that mindset.

All right. So So now we've we've got the right mindset, we know which one to go go with try to adopt now. No Look, just because you think you're, you know, going to try to adopt it doesn't mean it's continuously gets embedded. You don't immediately adopt it. You just try to adopt it, right. It's in there and kind of a week in a week.

Way. Down way, but at least you're working on it. Number five, the fifth step is identify the winning behavior. So now I know the right mindset. Now I need to feel what what's the winning behavior? Like what are the winners do that don't have this weakness?

And using and using the money issue? What do they do they ask about money early in the sales process, and they're specific about it, and they're not ashamed to ask that. So, there might be some specific words and, you know, you'll find a lot of those specific words on on other modules in here in usually in the technique oriented modules. You know, if you have somebody who you know is really good at this and ask them what they say and how they say, but look, it has to be your word. So take their words and adapt them to yourself. And now you know, what it is you have to say.

So now, when you're on a sales call, you're going to use those words and you're going to attempt to have the right mindset The problem is that you really won't have the mindset changed and not until the belief system is gone. But at least if you got some, some reasonable facsimile of expect to fail, you know, you didn't, you didn't acquire this belief in, you know, in in a half an hour you acquire over a lifetime. So it's not reasonable to expect that it should go away just because you watched one video for 20 minutes, right? It's going to take some time, and you expect to go in and you'll have a conversation with prospect, you've come out and you'll see nothing changed. I didn't do it, right. I forgot about the money.

Or I got to the point I thought about it and I didn't forget, I just didn't do it. So it's okay. It's okay to fail. I would expect to fail a bunch of times before I actually I actually achieved the goal of talking about money and not not caring about now even if you get it to come out of your mouth, it's probably going to come out And not as forceful, always, as the person who doesn't have the weakness. So you'll set you'll ask him, maybe they won't tell you. But eventually, if you keep if you keep doing that, you're going to eventually automatically have the right mindset automatically do the winning behavior.

Now, number six is reinforced the mindset daily. This isn't something you do on Monday, the first of the month, and then forget about it for you know, 30 days or something. It's something you have to do daily. Remind yourself with what belief you're working on, every day, every hour, but you know, put reminders up, put it on your screensaver, put it hanging in your office. You know, put it on a spreadsheet that you use all the time, whatever you do, just remind yourself use it as an as an affirmation. just reinforce that mindset on a daily basis.

Step seven. Is act as if you had the right belief and the right activity all the time. So, again, your replay acting it first you're going to you say act as it's like what do I? What's that look like acting as if right? Well, you know somebody that does have a problem, find out what they do do what they do right now act and then do it and do it as if you had the right belief. Sometimes by just going through the motions, the belief will, will enter your head, right?

It just, it's just you the physiology of it just just causes you to reinforce the belief out in the beginning, it's going to be weak. But eventually you do it over and over and over. And pretty soon. You know, you have the right belief becomes yours, you own that belief. Step number eight is hold yourself. accountable what first of all what am I hold myself accountable to hold myself accountable to have the right attitude, the right belief I'm having myself accountable for doing and saying the right things.

So how do I do that? I do it by you know debriefing myself at the end of the call, how was My attitude? What was my belief like that? I did did I feel confident about it was I was I okay with the money? concept while I was in the call? And did I say the right things that I asked the right questions.

So that's what you're, that's, that's what you're holding yourself accountable to both the belief and the activity. Now, it's very difficult to hold yourself accountable. So get some help. Some some places to get some help would be your spouse. I can tell you from personal experience, this is you know, this is you just can't let them they won't let you off the hook. Get you know a boss, you know, your your if you have a salesman Feel comfortable and he's willing to help or she's willing to help, you know, Tell, tell her what you're working on ask you to hold you accountable to make sure you do this, a friend or an accountability partner, somebody that's also trying to work on something, you hold them accountable for their stuff, they hold you accountable for your stuff.

So, so the eight steps then are, you know, first you want to choose what to work on, then you want to enumerate how it's affecting you, then you want to commit to changing it, then you want to adopt the proper mindset adopt the proper behavior. You want to identify the winning behavior and you want to reinforce the mindset daily, then you act as if you already solve the problem. So you're going to, you know, act as if you had the right belief and then you're going to go try to do the right things. And then the most important thing is to hold yourself accountable to doing that. It's not this is not an academic exercise. This is where the emotionality the emotional energy comes from is when you actually feel yourself into doing something, right and force yourself into the uncomfortable aspects of sales.

Okay, this will take some time to accomplish, as I mentioned a little earlier, you didn't get this belief in a half an hour, right? It took years to go to be put in place you need, it'll take weeks or months to go away. It's worth the effort. Because once you once you've eliminated these things, there's quantum leaps in your sales effectiveness. And that will also have quantum leaps in your bank account. Look, it's much easier for me to explain this process to you than it is to actually do it.

I have used this process on myself multiple times over the last 15 years 1520 maybe it's even longer than that. 25 years, I've used it on myself. And sometimes it seems like that belief is never gonna go away. Right? It's very frustrating when you notice that one of your colleagues seems to breeze right through that they, you know, they weren't programmed to have that belief in the first place. So it's not an issue.

But, but, you know, it's well worth the effort that you'll put forth to overcome that belief. The last thing I want to mention about this is you have to be persistent. Don't give up at the first, you know, at the first obstacle, it's going to take effort, you're going to fail more often, you're going to fail every time until you finally succeed. You'll see maybe some little gains here and there. But it's mostly going to be failures mostly going to be heartache, it's mostly going to be energy, that you feel like you're wasting. But ultimately, you know, you're going to want to blame other people, you're going to want to blame the economy, you're gonna want to blame your company, you're gonna want to blame the competition, you're gonna want to blame your mother, you, you're gonna blame everybody.

But the you know, it's not going to help. It's really you. It's it's you. You just you just need to To change something about you, nothing is bad like having need for approval doesn't make you a bad person. being uncomfortable talking about money doesn't make you a bad person, it just the ability to when you're in the sales process, so we're trying to change that so we can actually earn more money in sales. So it's well worth the effort, put the energy in and you will get the results.