--- title: What It Is Important To Believe About Yourself | The Sales Blog description: Your beliefs are critical to your success, in sales and in any other endeavor. They determine the actions you take—or fail to take. They also determine the outcome of those actions. Your Identity Some salespeople struggle to prospect because they believe that they are “just another salesperson.” This belief makes prospecting more difficult because the […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_145649093.jpg --- ### [Now booking SKO meetings for 2026/27! 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They determine the actions you take—or fail to take. They also determine the outcome of those actions. #### Your Identity Some salespeople struggle to prospect because they believe that they are “just another salesperson.” This belief makes prospecting more difficult because the identity they have chosen for themselves is weak. Successful salespeople believe that they are “value creating, trusted advisors.” This is a powerful identity. Even if the salesperson isn’t yet these things, the aspiration alone is enough to make it easy to take action. It’s powerful, [confident](http://thesalesblog.com/blog/2013/09/29/give-them-confidence-a-note-to-the-sales-manager/). #### Bothering the Client I’ve heard people who are paid to sell say, “I don’t want to [bother](http://thesalesblog.com/blog/2010/04/04/stop-checking-in-with-your-prospects-and-five-better-ideas/) anybody.” The admission of that belief is the result of a poor identity. If you don’t believe so strongly in what you do and sell that you can’t wait to share it, your beliefs are your biggest problems. Trusted advisor, consultative salespeople know that they aren’t going to waste their clients time. In fact, they’re so good at what they do they believe that the time the client spends with them is worth paying for. They’ve got the [chops](http://thesalesblog.com/blog/2013/07/31/chops-how-to-get-some/) to bring value to every interaction, and they’re disciplined and prepared. #### Selling Something A poor belief system sounds like, “Everybody already has a supplier. They don’t want or need to change.” This belief is a results-destroyer. If you believe what you sell is the same as everyone else, then you have no belief that you and your company can make a difference. Effective beliefs are built on the idea that “We can make a difference. We can do it better, and we have to help the client see what kind of results they could really produce!” #### My Clients Are Too Busy The unhealthy belief that “clients are too busy to spend time with salespeople” will undermine all of your efforts, if you can even bring yourself to act while carrying this terrible infection. The healthy belief you want to infect yourself with is, “They need to make time to explore this because it’s going to provide them with a whole new view of what’s possible.” What you believe becomes your reality. Choose your beliefs carefully. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2014](https://www.thesalesblog.com/blog/tag/2014) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 11, 2014 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T2:37:02 PM", "datePublished" : "2014-06-11 22:19:14", "description" : "Your beliefs are critical to your success, in sales and in any other endeavor. They determine the actions you take—or fail to take. They also determine the outcome of those actions. 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