- Hi I'm Matt Elwell, of the Elite Closing Academy.
And in this video, we're gonna look at how to overcome,
that feelin' of, "I'm new, I haven't really got any results,
"and I'm feeling like a bit of a fraud,
"and a bit of a lack of self confidence."
(soothing electronic music)
Hi, I'm Matt Elwell, of the Elite Closing Academy,
and this video is specifically for those of you watching
that have either just started out in sales,
or, have just joined a new business.
Or, are maybe just havin'
a little bit of a difficult time as a salesperson.
And, the key thing that I wanna share with you,
is very very simple actually.
The first thing that you have to do,
if you use the following words, "I'm new to sales,"
I want you to stop it immediately.
So first and foremost.
If you believe you're new to sales.
Stop it.
And get a pen out, one of these, get a piece of paper.
And write down your age.
Now let's just pretend you're 27, or 31.
Or 46, doesn't really matter.
But just remember, whatever your age is,
let's say you're 23.
You've got 23 years of life experience.
Now if you're sittin' here listenin' to this
goin' like, "What is he goin' on about?"
The truth is that you are setting yourself up,
and using negative conotones,
negative chemical reactions in your brain,
by telling yourself you're new.
Go back to, no matter how new you are,
to selling, or to your business.
You might've just set up as an entrepreneur.
Doesn't really matter.
Go back to what made ya set up.
What made ya show up.
What information do you believe you've got
that they haven't got?
What offers have you got,
that when they utilize your products, services,
whatever it is.
What they get that they're not gettin' now,
go back to that.
And remember, if you are 23, 27, 29, 30,
doesn't really matter.
You've been alive for a long time,
and every single experience you've had in your life,
be it positive experience,
be it what others would class
as a non-so positive experience, doesn't matter,
every experience, that you have in this world,
brings you to now.
And that's valuable.
What you've learned is valuable.
Every experience you've had,
every emotion that you've felt from within you,
is really powerful and helpful.
And, when mixed together,
and when you create your own model of the world,
when you create your own system of the world,
when you look at the way you process and implement
what you've learned in those 23 years, in this example.
When you put that together,
it becomes valuable to other people.
If it solves a problem they've got,
it helps them to see things in a different way,
and then get even better results than they're gettin' now.
And that's where your value is, so,
if you are sittin' here listenin' to this
and you're feelin' like you're new.
You're feelin' like you haven't really proven anything yet.
Then look at yourself, what've you proven to yourself?
What've you overcome in your life
that's now relevant to business?
What experiences have led you
to having the knowledge that you've got now,
and how do you package that up as an example,
to testimonial yourself to other people?
So sometimes people go "I'm just gettin' started."
You're not!
You're just getting started, you started when you were born!
All of those aspects of your life,
or every second you're alive, brings you to now.
You're not new, you're just telling yourself you're new.
'Cause it's a excuse for when things go wrong,
"Well I'm new, it's not my fault."
Actually you gotta look it as,
"Every experience I've had brings me to this point now.
"And every experience I've had,
"has enabled me to put this formula together,
"to share with you."
"So that every little bump I overcame,
"as a coach in sales," or whatever it might be.
"I can now share with you,
"and ensure that you learn from my experiences,
"so that you get even better results or solve problems,
"in your business."
And that's how you do it actually, there's no other way.
You are the best example that someone could possibly need,
of your product or service,
you're living proof of your product or service,
'cause you created it,
as a result of what you've experienced in your life.
You've got the product that you now package up,
and are going to start selling to people,
but you've already sold it to yourself.
It's already yours, it's already within you.
And that is where the power is.
If you're new in your world,
and people are "Oh, he's new.
"He hasn't got any results yet."
Look at the results you've already got yourself.
And package them up, and make them relevant to other people,
to other businesses.
This gets rid of imposter syndrome.
Because I'll go back to a core belief, in my academy.
This is the message, you have to be sold on yourself,
before you can sell yourself to others,
and that's a really powerful, powerful message.
So check in on yourself.
Get super certain, on what it is,
that you've already achieved,
using your processes, your systems, your models,
and then package them up into, information and knowledge,
that others can purchase, that get an even better result,
than they're getting now, or solve a problem.
So, if you enjoyed that video,
then there's a few things to do, subscribe to the channel.
You get a free trainin', every Tuesday night, 5:00 p.m.
Ping the notification bell,
and obviously, check out all the other videos,
there's loads of free content.