My son Sam is a fifth-grader. He brought home his ‘Friday’ folder last week, and it was chock-full of graded papers.
As I began to sort through the papers, I was immediately taken aback. Next to his name, in his precious (still needing some work, admittedly!) handwriting, it said, “I was born to be a winner.” On every single page, over and over, he had written, “I was born to be a winner.” Again, and again, page after page – “I was born to be a winner.”
Wow! I was blown away, I was overwhelmed, and my heart was pounding. What an incredibly important belief to instill in our children and what a powerful way to do it.
To Mrs. Brown, Sam’s teacher – THANK YOU. You are teaching our son that before he puts any heart, effort, or energy into an assignment, he needs to check his negativity at the door. You are teaching our son that the very foundation for getting a good grade – for being successful in school – starts with positive and supportive beliefs of yourself.
After seeing all of this, I started thinking that we could all use a page out of Mrs. Brown’s playbook –especially those of us who have chosen sales as a profession. Because when you get right down to it, that glass ceiling that looms above us (especially us women) is made up of nothing more than our own deeply-programmed, self-limiting beliefs.
Why is it? Why is it that as sales professionals we have no problem measuring our faults, but find it difficult to do what we know will make us successful? Why is it that so many of us have a recording – playing over and over in our hearts and minds – that doesn’t support our success in sales? Who invited these self-limiting beliefs in, anyway? Sometimes they are so ingrained that we may not even know they are there! But rest assured, most of us have them. How can you be so sure you might ask? Just look for the signs. Self-limiting beliefs show up in longer sales cycles, and in negotiations where discounts are quickly offered. They show up in presentations that are all about product, versus all about the prospect. They show up on days when you know you need to prospect and make calls, but you’d rather do just about anything than pick up a phone.