How To Reframe & Limit Assumptions To Ignite Sales
How To Reframe & Limit Assumptions To Ignite Sales
If you want to increase your sales results and shorten your selling cycle there is nothing more streamlined than becoming aware of how your mindset impacts your selling behavior and learning how to reframe these assumptions. Without this awareness you run the risk of being stuck in blaming some external factor for your lack of sales results. An external factor that probably has very little impact on your performance.
It is important to not confuse limiting assumptions with real barriers or issues. 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 that client is not interested? And if so, how does that impact your behavior? Likely you stop following up.
Another thought might be, 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 the example of the email dilemma, my approach is to assume the client is still interested until he tells me otherwise. And that impacts my selling behavior. Instead of giving up, I send my third and last follow-up email in which I explicitly ask for confirmation. More often than not I get immediate response from the client and we are back on track. And I get words of thanks to the follow-up.
If we are unaware of our limiting assumptions and the impacts on our selling behavior, we will likely continue to sabotage our success. We work with you to self-identify limiting assumptions and then for each assumption we explore the impact on behavior and how it might be reframed.
Some examples are illustrated below:
1. selling is not appropriate for an professional person
2. I see my clients once a quarter and I have a great relationship – everything is fine.
3. I know their needs.
4. I don’t want to appear aggressive or impose.
Awareness proceeds choice. When you become aware of assumptions that might limit you, have the ability to shift your thinking to more resourceful place. 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 will remain in unconscious awareness, operating in the background to sabotage your intended results.
It can be tricky to discover this on your own - without a structured program or without a coach to help you they are extremely hard to identify. It is therefore of utmost importance to become work with a coach and to consciously align our thoughts with what we want to have happen. Otherwise, you sabotage your efforts without realizing it or knowing why.
That is why we provide a professional to guide you through these steps.