WHAT ARE YOUR LIMITING BELIEFS AND HOW TO BREAK THROUGH THEM

Speaker A: Am I too young? This is what I hear all the time. And it comes in different forms. And if you're, uh, later in life, like, I am, you mean, like, wow, this doesn't apply to me. I won't listen. But then people my age, they say, am I too old for this? Am I a. Has been. Am I a dinosaur? What all of these things are is limiting beliefs. And limiting beliefs are natural. Uh, it's the exception to not have limiting beliefs. And we should have some limiting beliefs to keep us safe. You can't fly. Okay. Is that a limiting belief? No, that's a pretty, uh, good belief to have. Uh, I can stop a train. Uh, not a good belief. So we have certain beliefs that we should break and change are the ones we just leave alone. Uh, this one came from somebody who was in my course. Uh, the course had expired, but still wanted to ask this question. I go, I'll put the answer on this podcast because it's a common question and it's probably the most, uh, often one asked. I'm, um, to this or it's too late. I'm not smart enough for this. I don't have enough time to learn that. And some of it, uh, they all have a lot of validity to it, meaning that it's not just snap of a finger and boom, you've got the skill, the ability. Typically it takes a reframing because, believe it or not, one day I was the youngest sales guy on the team, and that hit me every day. Uh, people were talking about things I didn't understand. Industry, uh, things, company things. I didn't understand the finances, the legal of a company. So was I, uh, too young? Uh, well, I was young, but doesn't mean that I can't figure out a way to make it work for me. And that is the critical distinction. If you're younger than everybody else, you just have to adapt to that. Uh, ask for mentorship, Ask them for advice. Ask them about their story. See, this is the key difference. And what is that? That's empathy. That's interest. That's curiosity about them. And guess what? People love to help other people out. Why? Because they feel, um, it's that helper's high. It's that high you get when you help somebody else out. Have you ever hold, held the door for an old person or somebody carrying stuff? It doesn't take much time. It's another few seconds, but you feel good about it. Why you did something nice? That is one of the flow states. One of the, uh, dopamine hits that people get. And that's why, uh, I'm just looking for some help is a great way to open up sometimes. Because what you're doing in the mammal world is you're the dog that meets the bigger dog. And instead of trying to bark and intimidate, which is the natural reaction, the instinctual feeling that we get, you lay on your back and you roll and you show your belly, it's admitting that you are the alpha, I am the beta in this situation. Let's not go crazy, okay? And that I am of no threat to you. That's the real, I think, business, uh, communication that we want to pass along in that case. So if you go up to. And let's say you're taking, uh, people out to dinner, which is the case he was asking about. The people are 10, 20 years older than you. They're in a different point in their career and in life. And you say, hey, I'd love to hear your story. How'd you get here? Um, how much of it was, uh, timing and circumstance, and how much of it was, this is exactly where you want it. And guess what? They will go on for hours because the objective of going out to dinner with them is to build rapport. It's not to eat. It's not because you're hungry. It's because you're showing interest in the other person so that you have rapport. You have that deposit put in the emotional, uh, bank account that you can call on at a future time to get information, to ask a question, all of those things. Now, these limiting beliefs also happen to go with any time that you are not part of the tribe. When, uh, you're selling to women and you're a man, when you're selling to men and you're a woman, the worst thing and the natural thing to do is do exactly what the guy would do or the girl would do. And, you know, and then you're a fish out of water and you're feeling awkward. What you're better off doing is the rolling on the ground and showing interest in the other person. Because, look, we can't change our age, okay? We can go get a job where we sell to people that are more our age. But I also got to tell you, guess what time is flying by. And I've had the same friends, a lot of the same friends through my whole career. And I remember when we were all, you know, the youngest, and guess what? We all said that, uh, oh, we don't have enough experience, and five years will be golden. Uh, and then five years came by and we were kind of at the peak. And then we were like, oh, in five years we're going to be too old for this. They're not going to need us. And then it was like, oh, nobody wants to hire somebody at this point in their career. And I'm like, oh, my God, I just get sick of hearing it. Um, and not that I wouldn't feel it myself if I had to work for somebody else. I like working for myself. Hey, and it's natural. This is not a weakness. This is a natural, uh, response to being a human. Because in sales we're constantly in these new situations. So the next time you find a belief like that, you're too old, you're too young. I'm not a man, I'm not a woman, I'm not this, I'm not that. I'm not smart enough to learn this. I can't move, I can't learn a new skill. I'm not technical, I'm not, uh, this or I'm not that. Ask yourself, is this a limiting belief or is this a core belief? Am I helping myself with this belief or is there a way to go about changing it? And there's lots of ways of changing it. Uh, the first thing is to recognize it and identify it as something that's holding you back, making you somebody you don't want to be, and then just barreling through it and reinforcing it every day, chipping away at it and practicing. And before you know it, it'll be gone and you'll have a new belief that you are the perfect age, the perfect gender and the perfect situation. Hey, thanks for listening to the Questions podcast. I hope you're checking out the other two, uh, brutal truth about sales and selling and the B2B Revenue Leadership Show. Also put up, uh, a lot of videos up on YouTube under the Maverick Method channel where you can just search my name, Brian Burns. And then sales, uh, go to b2b revenue.com, get a free copy of my book, How Companies Buy. This is critical to understand what you're really doing. Uh, verbal selling is critical, but that's not where deals go to die in B2B. They go to die in the decision making process, the administrative process, the political process. That's where the real selling happens in B2B sales. So go to B2B revenue.com also, uh, a lot of the stuff I talk about is covered in gory detail in my courses. Start the conversation, get the meeting, which will get you into pretty much Any account, uh, that you'd like to, in a humanistic way, um, mammal to mammal selling, as we say. The other one is closing the complex sale. This teaches you how companies buy and how to build your strategy around. Takes the books and the podcast and it really gives you, uh, a day by day approach. Get it out of your head into what I call a map to money. Have this artifact and apply it to your game. We're performers, we're not knowledge professionals. In sales, uh, you can know all you want, but if you can't perform in sales, you can't close the deal. It's all academic. I show you how. This is stuff that's not taught anywhere else. No other book, no other manager. Very few people understand this because they don't do it. And uh, trust me, I deal with great sales leaders all day long and you know, they get it. When the other company, the purchasing company really wants to buy the product, they get it then. But that's the top A plus opportunities. What we're dealing with most of the time is B and A minus opportunities. Opportunities that are closable, but by nature they're going to go to no decision, status, uh, quo, whatever you want to call it. So go to b2b revenue.com, uh, Schedule A time to talk it over with me and we'll get you into the course. The course includes three major components. There's the content that you get day one, none of it's gated, none of it's trickled out. Number two is you get office hours, an hour long Q and A meetup every other Friday per course. We do it on Zoom and unlimited one on ones A. One on one is a 30 minute Zoom call with you and me and we apply the course to a particular situation or deal that you're facing. Everything's recorded, put into the course. Everything's anonymous. I never use your name, your company name, your product name. All of that is kept quiet or, uh, not recorded. And I don't turn the recorder on until we both are ready. And after I turn it off. We can cover anything that is, uh, proprietary and your feelings, uh, anything in particular about the account, your product, anything like that. That's it. We'll see you next time.