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Sales AboutFACE, Inc. | Ottawa, ON

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I was on my way into the office this morning, stopped in traffic, and couldn't help notice the daily message posted on the welcome board of a church in our local community.

Why would one's self-worth take precedent over net-worth, particularly in our performance based culture?

Now I'm all for setting goals and driving accomplishments. Building net worth, for the right reasons is a responsibility. We're here in this world to create abundance in the world. Chasing net worth in order to build self-worth or self-esteem is counter-productive if we fall into the trap of needing more and more stuff to build that self-esteem and feel good about ourselves.

We work crazy hours, endure the stress and pressure striving to out perform the next person and acquire more and more stuff to impress groups of people we don't relate to nor want to be with. Being net worth focused, for the wrong reasons, actually grinds away at self-worth as we continue to compare ourselves (what we have) to others who've made it to the next rung on the ladder. We train our brain to think "I'm not good enough, yet! But I'll feel better when I get that bigger car, new house, more toys!" We start to feel less and less OK about ourselves and self-worth takes a continuing hit as we develop a picture of ourselves that is less than what we see in others.

In sales, this "subordinate" mindset, based on an attitude of limited net-worth, whispers in our ear, "you're not good enough to go toe to toe with this higher authority decision maker." A strong, healthy sense of self-worth enables us to maintain a peer to peer, equal business stature dialogue resulting in a more effective sales dialogue. We're comfortable asking tough questions, challenging authority while maintaining an emotional ability to walk away from bad, non-qualified opportunities. When net worth driven we lose our objectivity and compromise our performance due to fear of the loss of income and the negative hit to our net-worth. We are overly attached and dependent on positive, favorable outcomes. A negative outcome renders a blow to our sense of self-worth. "I blew it!"

Build self-worth. Be stronger. Play outside the comfort zone and enjoy the increase in performance and watch the rise in net worth. Try to build net worth alone and endure the decline in self-worth and the downward spiral that goes with it (ever heard the term sales slump?).


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