The Battle Within

In sales, the battle is often not fought on the external fronts alone; it is a battle within, a psychological war against resistance. That nagging voice that questions your abilities and motives is not a reflection of your true self but an embodiment of resistance. Recognizing and conquering this internal adversary is the key to unlocking your full potential in sales.

Resistance manifests as self-doubt, fear of rejection, failure, being judged, embarrassment, and the reluctance to step out of one’s comfort zone. It hinders productivity, creativity, and the pursuit of excellence. It has an uncanny way of stealing our worthy goals and dreams.

To conquer, not eliminate—it never completely goes away—resistance and enhance your sales performance, consider the following strategies:

• Self-awareness: Acknowledge the presence of resistance within you. Understand that it is a universal struggle for anyone engaged in sales. By recognizing it, you gain the upper hand in dealing with it.
• Embrace resistance: Acknowledge that the feeling of resistance is inherent in sales. The most successful sales professionals recognize that it’s not personal judgment but rather a part of being in sales. They use the feeling of resistance as a stepping stone to improvement, learning from each experience and persistently pursuing future opportunities.
• The things that hurt: Benjamin Franklin said, instruct. Franklin emphasizes that adversity and difficulties have the power to be influential teachers. When we face challenges, make mistakes, or endure resistance, we often learn important lessons from those experiences. These lessons can be instructive, helping us grow, make better decisions, and become wiser in our actions and choices.
• Shift your thinking about resistance: Resistance is a phenomenon that emerges within your thoughts. While you may have limited control over the spontaneous appearance of thoughts in your mind, you can shape the meaning you attribute to them (good or bad) and determine your responses. While you may encounter resistance, your interpretation and reaction are within your control.

In sales, the actual battle lies within. By understanding the nature of resistance and employing these strategies, you can conquer self-imposed limitations and self-sabotaging behaviors and achieve remarkable success in your career.

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Think Better | Sell Better | Live Better

Charlie Anderson

High-Performance Sales Coach