Usually that question is asked sarcastically and pushes defensive buttons.
The truth is that you project onto your prospects who you think you are all day every day. You cannot hide or deny that your self-image is what your prospects experience whether you like it or not. So who do you think you are? (Notice if your defensive button has been pushed!)
Do you recognize your intrinsic value? Confidence breeds confidence. Confidence is transforming fear into focused-related thinking, communication and action. If you are prospecting with fear, self-doubt and anxiety, no wonder you are not successful. It requires a lot of internal work to connect to your value and to convey that authentically out into your marketplace.
We have all met people who think they can “fake it until they make it” and some training programs actually teach this concept. However, our prospects are savvy sophisticated people who have an invisible antenna that detects our true self-image.
One of the best exercises I know to help create a healthy self-image is to fill in the blank with 10-15 statements. “I am at my best when. . . ” Start right now, grab a pencil, and fill in the dot dot dot. For example, “I am best when I plan my prospecting calls and have the names and numbers front and center.” “I am at my best when I get a good night’s sleep.” “I am at my best when I eat nutritional food.” Go ahead, have fun and just start writing!
You connect to your value and you will be able to convey your value. You will develop more trust and credibility faster than ever before with your prospects.
Your relationship with you is a reflection of every other relationship. You mirror out into your market who you really think you are.
