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Intentional Selling: Reframe Limiting Assumptions to Ignite Sales


Intentiional MindsetIn a previous post I discussed the Power of Intention for Accelerating Sales Results. The notion of intention is a foundational building block that I weave into all of my coaching and Intentional Selling sales process skills training. That’s how important it is.

If you want to increase your sales results and shorten your selling cycles, there is nothing more streamlined than becoming aware of how your mindset impacts your selling behaviour. Read my post on Intentional Selling: Why 3 out of 4 People Suck at Sales to learn more about the study that supports my claim.

There are many factors that affect our levels of intention. One of the most powerful is becoming aware of your limiting assumptions and learning how to reframe them. Without this awareness you run the risk of being stuck and blaming some external factor for your lack of results.

It is important to not confuse limiting assumptions with real barriers or issues. Issues are also assumptions and beliefs that we have tested and they are real barriers that need to be resolved. Limiting assumptions are only limiting in our minds and in our thinking and by injecting new thinking or reframing our thinking, a world of possibility opens up to us.

For example if you have tried several times to get a client to respond to your emails without success, do you assume the client is not interested? And if so how does that impact your behaviour? Likely you stop following up.

Why not assume your client is still interested but overwhelmed with other priorities? Both assumptions could be accurate but the more important question is which one is more resourceful? Which one produces better sales results? Of course the latter assumption serves you better.

In this example of email dilemma, my approach is to assume the client is still interested until he tells me otherwise. And that impacts my selling behaviour. Instead of giving up, I send my third and last follow up email in which I will explicitly ask for confirmation. Check out my bold email template here. More often than not I get immediate response from my client and we are back on track. And I get words of thanks for my follow up.

How Limiting Assumptions Impact Selling Behaviour

If we are unaware of our limiting assumptions and the impacts on our selling behaviour we will likely continue to sabotage our success in developing business

Through my Intentional Selling™ coaching process, clients self-identify their limiting assumptions and then, for each assumption, we explore the impact on behaviour. Some examples are illustrated below.

Limiting-Assumptions

Reframing Limiting Assumptions

Awareness precedes choice. When we are aware of assumptions that might limit us, we have the ability to shift our thinking to a more resourceful place by reframing our thinking.

Here are some examples of reframes that some of my coaching clients have created:

Reframes-Assumptions-2

What Can You Do About This?

You may think you know which assumptions you hold that creep into your thinking when it comes to selling. However, a word of caution: This is not easy to uncover. Unless you devote time and effort to learn your own limiting assumptions, many of your beliefs risk remaining out of your conscious awareness, operating in the background to sabotage your best efforts.

It can be tricky to discover this on your own without a structured program and process or without a coach to help you work your way around your own self-limiting and sabotaging barriers.

Exercise:

Write down your assumptions, your beliefs about selling, and the impact these are having on your behaviour. Then for each one, develop reframes that will help you be more resourceful and empowered in your business development activity.

The more time you spend on this, the more you will uncover deep seated thoughts and feelings. Denis Waitley, American motivational speaker and author of the Psychology of Winning, sums it up beautifully:

“If you believe you can, you probably can. If you believe you won’t you most assuredly won’t”

Belief is the ignition switch that gets you off the launching pad. Unfortunately, many of our attitudes, assumptions and beliefs are buried deeply within us and held unconsciously. They have a direct impact on our levels of intention and hence our results.

It is therefore of utmost importance to become aware of how we are thinking and to consciously align our thoughts with what we want to have happen. Otherwise we can easily sabotage our efforts without realizing it or knowing why.

However, aligning our thoughts alone is not enough. Systems, skills and processes that support our selling intentions are required for sustainable success. That’s why in the next series of posts I will focus on the importance of having an intentional structured process for selling. One that is repeatable,  consistent and produces results faster.



 

 

 


This entry was posted by Tanja Parsley on July 31, 2014 in Intentional Selling™, Sales Skills, Success Mindset. Bookmark the permalink. Follow comments with the RSS feed for this post. Post a comment or leave a trackback.

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