Rejection. Stress. Pressure. Competition. Fear of failure.
There are countless reasons why salespeople second guess themselves.
Or worse… fall into a pit of crippling self-doubt.
On the one hand, it’s human nature. We tend to catastrophize and think the worst is going to happen.
We get imposter syndrome and feel like we’ll be “found out” at any moment, and it’s back to minimum wage at the corner store.
This turns otherwise talented people into what I call “sweaty-palm salespeople.” Their palms literally sweat on every cold call and in every sales meeting, always fearful of the worst.
But look — you didn’t come this far to just roll over and resign to a life of sweaty palms and debilitating self-doubt. Today I’m going to give you the tools needed to overcome self-doubt and perform at the highest level in business, sales, and life.
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Some Self-Doubt is Actually Good!
What if I told you some self-doubt can actually be a good thing? Self-doubt means you’re attempting something bigger than yourself. It means you aren’t so egotistical that you think you’re invincible. It means you’re still teachable. It means you’re pursuing excellence. And a little self-doubt can give you the needed edge to outwork the competition. But… you have to rein it in!
Too Much Self-Doubt is BAD
Too much self-doubt leads to procrastination, missed opportunities, and falling behind while your colleagues are advancing. Taken to the extreme, if your self-doubt goes unchecked, it can develop into a full-blown poverty mentality… which can literally lead to poverty! Needless to say, it’s important to take stock and pivot toward a healthy, winning mindset.
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How to Overcome Self-doubt and CRUSH in Sales
1) Recognize negative thought-patterns!
OK — I know this isn’t a therapy session, but when it comes to controlling self-doubt, knowing is half the battle. Know what your triggers and signs are, and write them down on paper when they start to creep up. This might seem “extra,” but writing down your emotions allows you to be an objective observer of your emotions. This out-of-body experience puts you in a position to examine your self-doubt for what it is: An irrational belief of a fictitious future that will likely never come to pass.
2) Doubt your doubt!
Now that you have your self-doubt on paper, it’s time to put it in the hot seat. Ask questions about your doubt. Ask yourself, is it warranted to feel this way? Is it reasonable to feel this way? Is it even realistic that [name your peril] will come to pass? Interrogate your self-doubt. 99% of the time you’ll find that it’s just your mind playing tricks on you. After all, you’ve been in sales for how long? And you’ve been able to make ends meet all this time. Chances are, you’re even pretty good on the phones and have experienced big wins in the past.
3) Stop comparing yourself to others
At the root of self-doubt is comparison. And comparison is the thief of joy, as Teddy Roosevelt once famously said. If there are others in your circle who are outperforming you, let it only serve as motivation for you to work harder. Or as I always say, don’t admire their success, acquire it! If you sit around comparing yourself to others, with a “woe is me” mindset, your joy will be diminished and you’ll be trapped in a negative feedback loop. You have to break this cycle. Your sales depend on it. Your LIFE depends on it.
4) You’re about to experience explosive growth
I’ve found that my inner self-critic really starts to go wild when I’m on the brink of something big. This is nothing but self-sabotage, and I recognize it as such. You probably experience something similar. Our physical bodies are ready, our physiology is primed for forward movement, but our minds lag behind, slow to catch the vision and passion. It’s a sure sign there’s a breakthrough on the horizon.
5) Get rooted in community
If you want to go fast, go alone. If you want to go far, go together. This saying is especially true when it comes to overcoming self-doubt. Everyone needs a support system. Whether it’s family, friends, mentors, therapists, pastors or priests, you need people who will sit down and listen to you. You need people who you can confide in and set you straight at times. Don’t make the fatal error of trying to lone-wolf it through your sales career. When you feel supported by those around you, your output and performance is sure to improve.
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6) Remember and reflect on your past accomplishments
Chances are that you’ve accomplished A LOT in life so far. For instance, when self-doubt creeps in for me, I try to remember that I’ve already built a successful sales firm, I’m a member of my local church, I have a beautiful wife and kids, I’m physically fit, etc. So when self-doubt rears its ugly head, remember to ask yourself, what can you hang your hat on? Probably more than you think!
More Success Brings More Doubt
Think the receptionist at a fortune 500 company deals with the same amount of self-doubt as the CEO does? Or at least the same kind of doubt? Not a chance. The higher you climb, the thicker and darker the clouds become. Is it worth it? Absolutely! Especially if you take these tools to heart.
But just know that self-doubt is something that everyone deals with — from the corner store clerk to the founder of a billion-dollar startup. There’s no escaping these very human emotions… but there are effective ways to manage them and use them for your good.
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Final Words
Self-doubt might be here, but it doesn’t have to be here to stay. You can overcome the debilitating effects if you prioritize these tools I’ve shared today. If you don’t, your self-doubt is almost guaranteed to grow out of control. In this way, your mind is like a garden that must be intentionally weeded at regular intervals.
At the same time, bear in mind that some self-doubt is natural and beneficial, but too much of it will certainly keep you from reaching your potential.
Another way of checking your self-doubt is by having an attitude of gratitude. That is, take some time to be truly grateful for the opportunities given to you in life. I personally do this every single day. I also pray, knowing that God hears me and answers my prayers. In other words, I turn my worry into worship. It works!
And remember that when self-doubt is the strongest, it probably means you’re on the verge of a massive breakthrough. Something good is somewhere beneath the surface if you would just… keep… digging.
You’ve got this.
Until next time…
Johnny-Lee Reinoso