Chosen Truths: how my mindset works for or against me and how it affects my sales success! In an insightful conversation between Jonas Olofsson and Ilirian Krasniqi on the podcast "We Love Sales People", a fascinating concept in sales is explored - our "chosen truths" and how they affect our success. What Are Chosen Truths? Chosen truths are the beliefs and perceptions we carry with us and choose to believe, often unconsciously. As Ilirian explains, these truths shape how we see the world and influence our actions. They can come from our upbringing, our experiences or our environment, and they can be both empowering and limiting. Positive and Negative Chosen Truths During the discussion, it becomes clear that chosen truths can be divided into two categories: Empowering truths that drive us forward and create value in our lives Limiting truths that hinder our development and slow down our potential A telling example discussed is how some salespeople carry the limiting truth that "big business is not for me." This belief not only affects the way they approach potential clients but also the size of the proposals they present. Breaking Limiting Patterns A key insight from the conversation is the importance of identifying and challenging your limiting truths. Jonas and Ilirian present a practical five-step process for dealing with chosen truths: Identify your chosen truths Examine where they come from Analyze how they affect you Develop strategies to break or reinforce them Set concrete time limits for action The Modern Salesperson and Chosen Truths The talk highlights how particularly relevant this concept is in modern sales. In an era where the sales landscape is constantly changing, limiting truths such as cold calling or digital presence can have a significant negative impact on sales performance. The Importance of Action One particularly important insight from the conversation is that reflection without action has limited value. As both Jonas and Ilirian emphasize, moving from insight to action is crucial. "Stop negotiating with yourself" becomes a powerful mantra that recurs in the discussion. Forward Looking Perspective For salespeople and sales organizations, this conversation offers valuable tools for self-reflection and development. By actively working on their chosen truths, salespeople can not only improve their performance but also develop both professionally and personally.