Management Matters

What You Tell Yourself Matters—Especially in Sales

If you’ve ever said to yourself, “I’m not good at selling honey,” chances are—you’re not.

Not because it’s true, but because you’ve decided it is.
What we tell ourselves matters. A lot.

The stories we repeat in our heads shape what we do. Whether it’s “I can’t sell,” or “Buyers don’t want my honey,” or “There’s too much competition,” these thoughts aren’t harmless. They drive our actions—or inaction.


The truth is, you’ll win at whatever story you keep telling yourself.
 

If you decide to get better—ask more questions, plan better conversations, learn from each attempt—you will get better. You’ll find buyers. You’ll build stronger relationships. Your honey will sell.

Or, you can stick with the story that sales isn’t your thing, and keep bouncing from one lowball offer to the next, hoping something changes.

Spoiler: It won’t.
Not unless you change your mindset first.

The Voice in Your Head Is Running the Show


In one of our most-read emails yet (43% of you opened it!), we talked about moving from “selling” to “marketing.” This is the next step—how your mindset shows up in every conversation you have.

Top-performing athletes watch their self-talk like hawks. They know the voice in their head impacts how they show up when it matters. Same goes for us in business.

What you say to yourself behind the scenes often ends up front and centre when you’re talking to a buyer.

How to Get Mentally Match-Fit for Sales


So, how do you get mentally match-fit for the next sales conversation?

  • Know your questions. Plan which ones you’ll ask and when.

  • Do your homework. What’s the buyer looking for? What problems are they trying to solve?

  • Have stories ready. Show them where your honey has delivered results before.

  • Practice. Yes—actually practice out loud. Better to iron out the awkwardness before you’re on the phone or face-to-face.

No one stands on the start line of a race and thinks, “I wish I trained less.”

And no one walks away from a sale they nailed and thinks, “I wish I hadn’t prepared.”

So the next time you’re lining up that buyer call, start with a better story in your head.

“I’ve got this. I’ve prepared. I’m ready.”

You’ll be amazed what follows.