I often get strange looks when people ask what I do and I reply; "Eliminate the headtrash that prevents salespeople from getting customers." Usually the first question is; “What do you mean by headtrash?” Followed by; "How does that prevent them from getting customers?”

When Peter Caputa, VP of Sales at HubSpot interviewed me and wrote this post, each of the things he wrote could be a post itself. After he published it I realized that the eight reasons were really how a symptom manifests, but if you dig deeper, underneath them all are self limiting beliefs that have found a home.

What you might not know is how you get to that place- what are the thoughts you think and listen to in your head that bring you there? So let's dig a little deeper into the mind of the salesperson.

Here are some (yes, just some) of the most common self limiting beliefs I’ve had, heard and seen from salespeople and leaders and their consequences.

Common self limiting beliefs and their sales consequences

I’m doing ok.

This might sound something like: “I’m paying the bills, live in a decent house- why rock the boat?" or "I don’t deserve the success that others have, there is nothing special about me." and "I am content and happy with what I have- I don’t need or want anything.” (But when you see the things that others around you do- you think or say “Oh- it must be nice!”)

If you can’t uncover the need for a big dream, and have it written down-not much will change.  The size of the goal isn’t what makes it big, or meaningful. It’s what it means to you, how it changes your life for the better. Maybe big for you to get your own place without a roommate, but since that is not as big as other’s “big” goals, it doesn’t mean much in comparison.

(Goals are not how it makes your life more like someone else’s-be careful what you wish for!)  Whether that is financial independence, an increased income to be able to travel and have your own place, or save enough money to help your kids pay for college. Every goal that is worthwhile is worth writing down, given a timeline, and assessed a number to what it will cost to make it happen. There’s nothing wrong with ‘doing ok’, but if you want to improve, or think there is room to- is doing ok enough to motivate you to do better? If ok is good enough, then just keep doing what you are doing. I mean- it’s not like things change that quickly right? You’ll be fine...

I don’t have time. 

You might think: “I’m too busy with this, or that.", "I just need more time to be able to sell." even; When I get a few more clients in, then I can focus on improving my sales.” (yes, that last one has actually been said! Please tell me I’m not the only one who sees the irony in those words?)

If you can’t take control of your time and schedule- how will you ever get off the treadmill of the same old results? Most people who claim they don’t have time aren’t feeling overwhelmed because they aren’t spending time on the most productive and impactful things. They associate ‘hustle’ with ‘busy’. They don’t say no enough to people they can’t help, won’t buy, or aren’t a right fit.

What if?

Maybe you feel a little anxious with thoughts like;“What if this doesn’t work?", "What about the things that are outside of my control? What if this or that happens? Then what?" and "What if this is too big a goal? What if I am setting myself up to fail?" or "What if I disappoint someone?”

Anything and everything could go wrong.You could ask what if questions forever and it wouldn’t change a single thing. By letting yourself dwell on the endless ‘what-ifs’ you will never have the inspiration or energy to get to what you want to have happen and start figuring out how to get it. Like a deer caught in the headlights, you are frozen on the road of what ifs.

It’s not me, it’s not my fault!

“It’s the price of my company’s products, we get beat on price every time." or "The leads that marketing sends aren’t buying." and "The competition has way more funding!”

Why me?

“Why do things go wrong for me and great for everyone else?" "My buyer is so different, my situation so unique- there is nothing I did or could do about it!" and "Why am I the only one struggling?”

That’s not me.

“I don’t do that- I’ve never sent a spammy email, or given a proposal too soon.”

All three of these beliefs are excuses that we use to justify failure and excuse us from finding a solution. We believe we are doomed, no matter what we do- so why even bother trying? You are cursed and trapped by your circumstances, no one can be expected to succeed with these conditions! Instead of “Am I doing something that creates these circumstances? Have I really done that before? How can I make price a non-issue with my buyers?”

I could go on and on- so far I have 4 pages of these thoughts and beliefs! No- I am not a mind reader. But I know these thoughts happen because they happened to me when I was doing some of the stupid stuff I see salespeople do today. Until I had had enough of it all and was willing to do anything necessary to change it.

Are you willing to admit you've had some of these thoughts too? Are you brave enough to face them and change your outcomes?