Producer Success Lesson 2: Are You Entitled To Get What You Want?

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

You're an intelligent person. If you believed you'd fail at something, you probably wouldn't attempt it. On the other hand, if you knew you'd succeed at something important to you, you'd probably keep at it. Limiting beliefs are ideas you believe to be true, so you behave as if they are true, even though they may be false. With salespeople, beliefs profoundly affect sales results.

Let's compare some beliefs of poor and highly successful salespeople:

Poor Salespeople	Highly Successful Salespeople
I'm trying to sell these people something they don't want.	I'm helping people solve their problems, and they really appreciate it
The economy is bad, so people aren't buying.	People always find money for the things they want.
I'm a poor salesperson.	I'm always learning to sell better.

You can imagine how these two salespeople, given the same opportunities and products, would have different results. Poor salespeople have limiting beliefs, and highly successful ones have empowering beliefs. We'll explore the concept of empowering beliefs throughout this lesson.

Your beliefs act like master programs that determine your behavior and results. You may already believe things about yourself - your abilities or whether you deserve to succeed - that may be limiting your performance. Overcoming such beliefs and getting motivated to sell more probably will affect your performance more than learning techniques can. Read on to learn how you can change limiting beliefs - techniques that will skyrocket you to greater heights and better results!

Equally important is determining whether you have emotional or mental conflict about a certain goal. For example, suppose you want a new car, but you were taught to be frugal, so you believe buying a new car is a waste of money. You have a conflict of values. Traditional goal-setting techniques would lead to one of two outcomes: Either you won't reach your goal of having a new car (if you value frugality more than having nice things), or you'll get the new car but feel guilty about spending the money (if you value having nice things more highly than frugality). You need to learn to resolve your conflict so you can have a new car and feel good about it.

HOW TO CHANGE LIMITING BELIEFS AND RESOLVE VALUES CONFLICTS

This course teaches several ways to change limiting beliefs and values conflicts. Let's start with one of the oldest ways: On a piece of paper make two columns. Title the left side 'Limiting Beliefs and Negative Expectations' and list every one that keeps you from reaching your goals.

Now make a second column entitled 'Empowering Beliefs.' Figure out the opposite of each limiting belief and negative expectation, and pay particular attention to the ones that start with terms like 'to not,' 'I'll stop,' or 'I can't.' If you focus on negatives, that's what you'll get, so change them to start with 'I do' or 'I can.' Even if you don't yet think these are possible, list them in the second column. The empowering beliefs will become your affirmations.

Now you must 'reprogram' your mind to accept that your new beliefs are true. First, for at least 21 days, verbally affirm verbally that your empowering belief are true. Then experience them in your imagination. In other words, daydream that they are true right now. Do this until you reach your goal.

REACH YOUR GOALS FIRST IN YOUR MIND

Create the world you want in your mind before it's realized. To do this, focus on the object of your goal two or three times every day.

Suppose you want a gray Mercedes. First imagine you just picked it up. You're trying to be cool, but you're really excited. You see the look on your face in the mirror. Imagine how it feels to sit in it, how the stereo sounds. Imagine what people say to you and notice whether they sound envious or impressed. Imagine driving it, the smooth ride. Imagine the experience of having it and how good you feel about yourself and your accomplishment.

Write your goals on a 3x5 card. Read the card and do this exercise two or more times every day.

MENTALLY FOCUS ON YOUR GOALS CONTINUOUSLY

Find pictures that represent your goals and use them in the visualization process. You'll reach your goals much sooner because you're communicating to your subconscious mind exactly what you want. When your subconscious mind knows what it will see, hear, and feel when you attain a goal, it directs your actions toward the accomplishment of your goals.

This is especially important when you're trying to accomplish something you've never experienced before. For example, suppose you want to double your income. Until you feed your subconscious mind pictures and examples of what you'll see, hear, and feel, it can't execute your wishes.

YOUR WORDS MUST AGREE WITH YOUR GOALS

What you say to other people is one of the most important guides your subconscious mind uses to determine what's true or real. Creating your empowering beliefs and then saying the opposite is self-defeating. For example, you set a goal to do eight Personal Risk Management Reviews for top executives every month, but you keep telling yourself and others that top executives are so busy they never have time for a review. You're undoing all the work you did! Your mind will find a way to make your verbal instructions come true. Even though it's not true yet, say what you would like to believe until you do believe it. As Muhammed Ali said, 'I am the greatest. I said that even before I knew I was.'

SCHEDULE SUCCESS

You'll realize your goal much sooner if your actions say you believe in it. Write out the steps you must take to accomplish a goal, then schedule time to take the next step toward that goal. Plan to take action on each little step along the way - write down the time and date when you'll take your next step. This pattern of action will become a habit of accomplishment. You'll soon have the routine of breaking big goals into small steps and then taking action on each step. A word of caution: Despite your plan and your schedule, expect unplanned opportunities and be flexible enough to take advantage of them.

BE SPECIFIC

If you set the goal to make 'more money,' your mind could accomplish this by directing you to make one additional dollar. The best archer alive can't hit a target they can't see. Make your goals very specific - if it's more money you want, specify exactly how much money you want and when you want it.

HOW TO USE THE GOAL SHEETS

To ensure you'll achieve your goals, for every you have fill out the questionnaire at the end of this lesson.

We recommend that the first action you take each day at your office is to get out your goal sheets. Don't take calls during this time. Take a deep breath and relax, then spend the first five to seven minutes mentally creating your goals. Make your list of things to do, and go for it!

EXERCISE

Schedule a time in your personal life to sit down and fill out your first goal sheet. It's best if you're alone in a quiet, comfortable setting. Start tomorrow morning - mentally create your goals, even though you don't have all your pictures yet. During the following week, find pictures that represent the goals you'll achieve and attach them to the sheets.

Make three lists: What I Want, With Whom, and Under What Conditions

Attach your picture to the sheet.

Steps to achieve goals:

1. Imagine the goal is already attained. Step into the experience of having it: See it, hear other people admire you for attaining it, and feel what it's like to have it. (Do this for one to two minutes per day)
2. As you imagine your goal is already attained, imagine looking back at how you achieved it through continually doubling your efforts. (Do this for one to two minutes per day)
3. Say these affirmations and visualize them as being true until you really feel they're true.

• I really want and enjoy having __________________(goal)
• I deserve to have __________________________________!
• I thoroughly approve of my having __________________!
• I have all the skills and abilities to achieve my goals through continually increasing my sales.
• Other affirmations
• Now go for it!

QUESTIONNAIRE TO BE FILLED OUT BEFORE SETTING GOALS

What do you want? Be very specific and positive.

1. Date by which you will attain this goal.
2. How might you or someone else disapprove of your achieving this goal? What must you do to attain your goal?

   On another piece of paper, list everything that applies here. Then write down what would have to happen for you and everyone else to thoroughly approve of your achievement. Use these conditions as affirmations after you set your goal.

3. What has been stopping you from having this goal already?

   On another piece of paper, list all limiting beliefs. What would you have to believe instead so you can reach the goal? Write these beliefs down and use them as affirmations after you set your goal.

4. How will your life be different when you have attained your goal?
5. Imagine you've already attained your goal. What do you see that's different?
6. Imagine you've already reached your goal. What will other people say that tells you you've succeeded? Imagine them saying it now. What do you hear?
7. Imagine you've already attained your goal. What feelings and physical sensations are you experiencing? As you imagine that you're in the experience of having your goal now, notice the smells, temperatures, and any associated tastes.