#2 - Sell to yourself
Treat yourself like a prospect and get crystal clear on what you want.
Do you struggle with sales objections? Or what about switching between niches, shiny objects, and new ideas so much that you can never make any real progress? Then this Monday Reset is for you. 💪
This past week marked the end of one of the biggest growth months of my career—personally and professionally. I closed two of the largest clients I’ve ever had (10x larger than a typical client) AND I was able to launch two new side business ideas (small, but SHIPPED). Both of which required me to step out of my comfort zone and just make it work.
Also, I watched a friend’s NEW company go from $0 to $100,000 in a single month in a brand-new, highly competitive industry. A feat that hasn’t been done before by anyone I’ve known personally. Wow!
And I’m not saying I’ve unlocked the secret just yet (because I need to do it again this month!), BUT through these two instances, I’ve been able to level up my thinking.
Massive Action…?
Anytime I see something amazing, I’m always asking myself, “What made this possible?” Most will say it was just MASSIVE ACTION and the ability to grind away all hours of the night, going to bed stressed out and sweaty… I mean, the only way to get ahead is to “outwork your competition,” right? 👀
Going into August, “action” really was the initial focus. But was that the core driver of these results? Is it really just being able to outwork the next person who is outworking the next person?
After reflecting on these instances more and more, talking to others who have had an amazing month, and telling the stories to several business owners, I was able to “inspire” them to do the same (wasn’t difficult). They wanted the huge result and wanted to (at least they said they wanted to) take the “massive action” to get there.
But as the conversation went on, I could hear doubt start to creep in.
“I would spend that much on ad spend, but how do I know it will work?”
“I would call every lead 20 times when they come in, but I just don’t have the time!”
“I would start my outreach but I have no social proof!”
The list goes on and on… excuse after excuse, objection after objection, to themselves!
Something I quickly realized was that even though they were being given a clear path to success, something was holding them back.
Here is what holds you (and your prospects) back
When there is a feeling of doubt or fear, your brain will start trying to rationalize what is going on. This is why “objections” are naturally a part of the sales process.
Money is very rarely a true objection—people buy things they don’t need ALL THE TIME with money they DON’T HAVE. The same goes for long decision-making, asking for “social proof,” etc. When you are selling, your prospect will have an unexplainable fear of making a decision and taking action, which will create objections that aren’t even real.
But what is interesting is that the people I talked to started having the exact same objections as what their clients give them!
“I would but… I could but…”
THIS is what brought the realization that MASSIVE ACTION wasn’t the true core of the success in August. Instead, it was a combination of:
Clear Vision — Knowing exactly what I wanted to achieve.
Conviction — Believing it was possible.
Commitment — Sticking to the plan NO MATTER WHAT.
The only thing holding you and your prospect back from making a decision is “self.”
Selling to yourself is KEY
You have to be a good enough salesperson to sell the idea to yourself and THEN be a good enough prospect that you trust yourself to deliver. You are the salesman AND the prospect. You have goals AND you have a plan. You have doubts AND you have conviction. You want to bail halfway through but you hold yourself ACCOUNTABLE.
You are the prospect, the salesman, and the client success manager when it comes to achieving your own success. And, unfortunately, you don’t have all the answers.
While it may be tempting for some (like me) to try and solve all your problems yourself, you have to learn to reach out to mentors and others to get insight and support. You hold most of the keys to your success, but you will need to pick up other keys from other people along the way.
This is because your brain has a difficult time solving the problems that it created itself in the first place! Ever feel like you are good at solving other people’s problems but not your own? Case in point.
You hold most of the keys to your success, but you will need to pick up other keys from other people along the way.
Getting focused for the week
To achieve huge success this week, I want you to focus on SELLING TO YOURSELF. Squash your own doubts and objections, and overcome your own fears of decision-making and action-taking. Achieve your goals by committing to the outcome NO MATTER WHAT.
Last month is over. Decide what you truly want this month, today. Sell the idea, buy the idea, and follow through with your commitments. 🚫 No excuses, no chargebacks.
This is your Monday Reset. See you next week!
PS: If you found this helpful (or stressful), I want to hear about it! Reply/comment with feedback, or reach out to me on social (WesFoster.com).
Share this with a good business friend if you were able to take something with you this week.