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Mindset: Barriers to Success – Part 5: Being "I"-Centered
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In this final episode of our Barriers to Success series, Jason and Jim unpack what may be the most important roadblock to sales success—being “I”-centered. This powerful episode challenges you to examine how your internal focus and emotional needs can derail your sales process, communication, and personal growth.
Key Takeaways:
🔹 Your need for approval may be undermining your success.
“If I want people to like me… I'm likely to not ask questions that are going to be perceived as challenging” – Jim highlights how our psychological need for validation can keep us from asking the tough—but necessary—questions in a discovery process.
🔹 You are not your role—focus on the process, not your feelings.
Jason explains, “You can either be a performer or a critic, but you can’t be both.” Emotional self-judgment can paralyze your ability to act effectively in the moment.
🔹 The prospect only cares about their world—not your discomfort.
“The number one problem is that you spend so much time worrying about yourself when the prospect only cares about themselves and their plan” – Jason frames the core issue with being “I”-centered in selling.
🔹 Use systems to stay out of your own way.
Systems like Sandler help redirect your focus from self-consciousness to structured discovery: “You don’t have to think about what to do, because it’s part of a process that removes that focus on yourself”.
🔹 Your inner critic is not your sales coach.
Drawing from quotes by Philip K. Dick and Marcus Aurelius, Jason explores how self-punishment keeps us stuck: “The worst things we do, we do to ourselves,” and, “Instead of choosing to become a good person today, you choose to become one tomorrow”.
Call to Action:
This is the final installment of our Barriers to Success series—don’t miss this culminating episode! It’s packed with mindset shifts and personal challenges that will help you reframe your internal dialogue and show up with purpose in every conversation.
At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.
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