Self-esteem is the most important aspect of sales. You are who you think you are!

If you want to grow your book of business you must think of yourself as the person you want to be.

For example:

You have two widely different sales years. In year one you close $1 million in new business and take home $200,000 in compensation.  In year 2 you close $2 million in new business and take home $400,000.

Are you the $1 million producer or the $2 million producer?

Or are you a $10 million producer who is just getting warmed up?

You perception of yourself will determine how much you produce next year.

In this episode of the 60 Second Sales Show we focus on how you can improve your self-esteem and use it to grow your business.

Here is the transcript of this episode:

Hey, everyone. Welcome to another edition of The 60 Second Sales Show. I'm your host, Dave Lorenzo and with me I have my partner in distributing fantastic information. I know you think I was going to say my partner in crime, but no crime will be committed here today. My partner in distributing fantastic information, Nancy Pop. Hi, Nancy. How are you?

Hi, Dave. I'm doing good. How about you?

I'm doing great, thanks. Today we're going to kick off with a great question and it's something that is so important. I can't even begin to tell you how important this is. Nancy, read the question we got from my friend, Edwin, in Titusville and then we'll talk a little bit about the concept that Edwin raises today.

Today's question is from Edwin Allen from Titusville, Florida. He says, "Dave, I lost my best client a couple of weeks ago and I'm really down. How do I get my confidence back?"

This is probably the most important thing ... The most important factor in business is your self-esteem. Think about that for a minute. When we think about business, we think about funding. We think about finances and how to have the money we need to get things done, but really that's not the most important factor in business. The most important factor in business is the self-esteem of the leader. It's the self-esteem of the sales pro who's going out on the front lines everyday looking to make contact with people and introduce the value you provide to new people.

In life in general regardless of what you do, you can be a performer, you can be a professional athlete, you can be a performer on stage, you can be someone working in a factory on the assembly line, if you think you are the best person in your role, you will behave consistently with your thoughts. Nancy, has there ever been a time when you wound up having a serious setback and the next thing you knew, you were on top of the world. You went from the lowest of lows to the highest of highs. Has that ever happen to you?

Oh, sure. It happens every week.If you don't mind sharing with our audience, tell us a story about when that's happened to you. Tell us first about one of the lows and then tell us about how you came back and one of the highs. Give us the story.

Sure. I have many stories of those instances, but I guess one that happened quite often was last year I was a full-time student and I had a full-time job and an internship. For me it was just the struggle of balancing everything. Anytime something bad happened even if it was the smallest thing, my confidence would completely plummet because I would just think to myself, "Why am I not Superwoman? Why can't I do everything and do it perfectly?" I think it's sometimes you expect so much from yourself that the smallest thing that lets you down, you're just going to feel like total crap about yourself.

The point that you raised is a good one. When we talk about how to overcome setbacks or how to boost your self-esteem, we choose the view we have of ourselves.