PSYCHOLOGY


How to Manage Your Insecurity and Stop Selling Yourself Short


DR. CHARLES LARSON


Dr. Charles Larson identifies how to eliminate unrealistic expectations (guiding fictions) from your thinking process – freeing yourself to become the productive professional you want to be. Here is his advice.


Salespeople become their own worst enemies when they are sidetracked by their guiding fictions and turn their at- tention to themselves and away from their buyers.


Consider the case of Steve Rob- inson: Bob Tiller listens attentively to Steve Robinson’s presentation. He seems impressed as the young salesman asks about his needs and


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interests. Robinson appears effec- tive and confident – but, the minute Tiller interrupts to say he has an- other appointment waiting, Robin- son falls apart. Suddenly, his mind is racing. He silently blames himself for mistiming his presentation and for wasting his morning without a sale. Robinson stops reading Tiller’s buying signals and begins reading his own expressions of insecurity. His cross-armed, fidgeting, eye-darting body language communicates his feelings to his buyer. Before long,


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