Hello to the Build Live, Give solo podcast episode number 286. If it is your first time. Welcome. And if you love what you hear, please subscribe. I recommend listening to episode 0.5 to first guide you through the rest of the episode. If you’re a regular, thanks for your support. I love listening to podcasts and always have follow up questions. If you are the same, go to paulhigginsmentoring.com/questions and lodge yours. And I promise to answer it. Please check out past shows on your favorite platform, just search Build Live, Give.

A big shout out to Wesley for their question today about mindset and mindset in selling. So that’s why I’ve dedicated this podcast to:


Don’t Be Too Hard On Yourself When Selling.

You’re going to learn three key things.

  1. Why we are so hard on ourselves and a lot harder than we need to be
  2. How to reframe it.
  3. How to fast track success.

So, you’re probably an owner responsible for sales and you’re listening right now. And I hope you realize that you’re not responsible for all activities and sales. And if you want to find out what our virtual assistant can do with you to ease that burden, go to episode 280 in the back catalogue to listen to that, it’s short, sweet but absolutely packed full of value.

So the main thing is that you are responsible for those getting sales across the line and look, let’s be honest when it comes to sales, a lot of people get very nervous beforehand, also both during and after, right? And also you can have a lot of self-doubt about yourself and it’s so easy to take it personally when someone says no, often it’s things outside of your control, but you instantly look for: well what didn’t I do correctly, etcetera.


And let’s face it. It’s a tough game. Okay. Selling is difficult, but it doesn’t have to be.

And also what I find is that a lot of people are hard on themselves because they expect to be able to perform as well as someone like me, for example I’ve had 18 years of experience when I was trained at Coca Cola. We had some of the best training in the world. We had some enormously difficult customers. Some of the key retailers I dealt with, it was incredibly difficult.

And also we constantly role-played right. So we constantly improved our process around 18 years and I’ve kept that now through nearly 27 years in business, but how many of you listening right now have that experience and skill. And let’s be honest, probably not many. So don’t be too hard on yourself when you find it hard to sell sometimes, right? You just aren’t comparing apples with apples, given different people’s experience.

And I love the definition of sales that I believe came from Denmark originally, but it’s “to find out where someone is, where they want to be and if you can help them fast track to there quicker than if they could do it themselves’’ I think that’s a lovely definition of sales. And I think that’s the one that we need to have in our mind. And let’s face it, for some of you, you’re consultants, you’re coaches, you’re bringing it, collecting the facts, right? You go in to observe a situation, you collect all the facts, then you assess the options which are best to implement. And then you go in and suggest or even implement a plan. Right. And think of those skills, which is about researching, it’s about listening. It’s about diagnosing, perfect skills that are in sales. There’s just that there are some other skills which you just can’t expect to have versus someone like myself, that’s had 27 years of doing it.

So before we go into how to fast track that success, I’d like to talk about DUBB It’s an all in one sales and marketing video platform that helps to attract, convert and retain more happy clients. I use it this week to send value ads relating to people’s profiles. So for example, on LinkedIn, I would outreach to someone and I’d say, look, I do a video showing their profile, and then I’d say, by the way, if you want some tips on how to improve your profile, just watch the video below. So it allows you to have different calls to actions on the platform. Absolutely fantastic. But why not check it out for yourself? Just go to buildlivegive.com forward/dubb.


So how to fast track it for you?

The first thing is I recommend you getting some help. Okay. Let’s face it. You look at all the areas in your business that you normally bring in external help for. It’s on your web development, right? We’re not great at building websites. So we get someone else in doing design. I know for me, I was a marketing director at the end of my career at Coca Cola. I’m still not great at doing my own design work. I can see what’s good versus what’s not but I need someone to help me and also like content, right?

If you’re going to write a sales page or something like that, you get someone else in. So why not get someone in to help you with your sales? And you can find someone who can fast track your skills and experience. And you know, if you look at me, for example, I’ve been doing this for 27 years, right. But you don’t have to spend 27 years to learn what I’ve got. In my case, I’ve got a 12-week program and you can go and do the 12-week program and you can learn it quickly. And let me just use an example of golf. So I apologize for anyone listening that’s not a golfer but post my transplant, I couldn’t really ride my bike as much anymore. My road bike. So I took up golf and I also used to be an avid tennis player. And I couldn’t really do that either.

Anyway, long story short, I took up golf and I used to be an okay golfer as a junior. So I played it for a long time, but I wasn’t at the capability of wanting to, so I went to a coach and basically I thought I’d do it in three months. Look, I learnt a bit in three months, but it’s taken me a bit longer, but what I’ve done is actually instead of blaming myself and not having a good game, I would think that it’s all up to me and my mindset of I’m not doing well because of… I get too nervous. I get this or that. But ultimately my swing just wasn’t at the level that I wanted my game to be at. Right. So I had to get someone to actually help build the technical capability.

So when I was under pressure I applied the same swing, and now my handicap’s coming down dramatically. And now I’ve got a swing that I don’t hope for anymore. I know what the outcome is going to be. And that’s the same thing. If you go and get some help with building your sales muscle, okay? So it might be golf. It might be whatever sport you play. So whatever sport you’re interested in, you can apply the same logic here.


So three key actions from today.

  1. Stop being too hard on yourself. When it comes to sales.
  2. Find someone who can help you.
  3. Practice and allow that time to improve.

You can get all the links in the show notes at paulhigginsmentoring.com/podcast episode 286 or on the app you’re listening to now recommend the pocket car set. You can also listen to episode 0.5.

If I, as I said, if you’re new, it will give you a great overview of all the podcasts. If you want to know, if you have a Sales Machine to meet your ambitions, go to paulhigginsmentoring.com/assessment fourteen three minutes and then I will do a personal call with you, giving you a specific plan afterwards, please connect with me and follow me on LinkedIn. That’s where I do some of my best work. If you know someone interested in improving their mindset around sales, please share this with them. Remember to ask those follow-up questions like Weasley did today. So paulhigginsmentoring.com/questions. Sorry for my scratchy voice today, I will be better soon.

And please take action to build, live and give.




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