In this second release, specialist and postgraduate professor Carlos Rosales continues with his contributions and comments on selling more and better.
“Long before a client says “no,” many salespeople have already lost the sale… in their own heads.”
-Sometimes it’s not about techniques, tools, or the product. It’s that inner voice that stops us with gentle but dangerous excuses:
“It’s not the right time,”
“Better tomorrow,”
“This client definitely won’t buy.”
“They seem like innocent phrases, but they’re signs of self-sabotage. And the worst part is that we don’t always notice them,” says the expert.
Sales are first lost in the mind
-Procrastinating in sales is almost never laziness. It’s emotional protection.
In the face of rejection, objections, the fear of not knowing what to say,
“That’s why we postpone key calls or get caught up in tasks that don’t move the needle. It’s easier to demand discipline, but what’s really needed is to ask ourselves: What am I avoiding and why?”
-Detecting that emotion is the first step to acting with greater clarity.
The fear of “no” paralyzes more than “no” itself
-Sometimes we prefer silence to hearing a refusal. But “no” doesn’t invalidate, it only informs.
“It says it’s not the right time, not the right person, not the right proposal… and that’s also progress. When you stop looking for approval and start looking for compatibility, everything changes. Because compatibility isn’t always mutual. And that’s okay.”
You’re not unmotivated, you’re just drained
– There are low days, of course. But often it’s not a lack of ability, but a lack of focus. We confuse tiredness with lack of motivation, when we actually need structure.
“Time blocks, microtasks, a clear agenda. Simple tools that help you stay on track, even when there’s no inspiration.”
Self-talk also sells (or sabotages)
“I’m not good at this.”
“I’m sure it’ll go badly.”
“They’re going to hang up on me.”
– These aren’t truths, they’re opinions. And they’re pretty malicious. No one would sell something by saying it’s useless. But many sell themselves that narrative.
“One way to turn off that voice is with more useful questions”:
— What can I try differently this time?
— How do I prepare better?
“You don’t need to silence your mind, just make it work in your favor.”
LinkedIn doesn’t show rejections
-On social media, you only see closings, achievements, and records. What you don’t see are the ignored emails, failed calls, and proposals that don’t move forward.
“Comparing yourself to that isn’t real. Compare yourself to yourself instead.”
– What did I do better this week?
– What difficult conversation did I have?
“Improvement isn’t always external. It often starts with ceasing to be your own obstacle.”
Selling better also means taking better care of yourself
– A balanced salesperson sells more.
– Not because of luck, but because of well-managed energy.
“Sleep better, unplug when you need to, celebrate small advances. That’s also part of the sales system.”
– Not everything is solved by working harder. Sometimes it’s about working more consciously.
We all have an inner “villain”
“That voice that appears just before you dial, before you make contact, that sows doubt, that repeats that you’re not ready.”
Identifying it is key to prevent it from taking control. It’s not about eliminating it, but rather recognizing it and deciding not to obey it.
“Self-sabotage is not combated with pressure, but with clarity. And the sooner you detect it, the faster you can move forward with focus, energy, and confidence.”
Author Bio: Carlos Rosales
Carlos Rosales is a postgraduate professor at several universities in Colombia, Panama, Venezuela, and Guatemala. Author of the books “People Buy People,” “People Buy Leaders,” and “Epic Sales Blunders,” with more than 90,000 copies sold. He is a trainer of sales professionals throughout Latin America. He is a high-impact speaker and mentor.
Distinguished by LinkedIn as one of the Top Voices in Latin America and by GOIntegro as the Top 12 HR Influencers in Colombia.
He is currently the director of Consultores Neurosales, a training and human development company with a presence throughout Latin America.
Sourced with information from Doble Llave
(Main reference image source: Sebastian Herrmann on Unsplash)
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