What Prevents a Salesperson from Going the Distance?
In discussing different aspects of a salespeople’s growth last week, the sales director and I debated the fundamental gaps that continue to emerge.
We agreed those gaps included instances where the ability to speak with senior contacts was lacking, how addressing groups in a corporate presentation lacked compelling involvement, vital information was being left on the table because salespeople weren’t able to articulate questions well enough, the ability to translate benefits that were openly discussed internally into external commercial value was getting lost and the list goes on…
So what is it that prevents salespeople from going the distance?
Well there are, believe it or not, psychological reasons. No, I’m not going to “Dr Phil” you, I am going to share with you those combined fears common amongst ALL salespeople and don’t tell me you haven’t experienced any of these.
- Fear of not having the right answer or any answer at all
- Fear of not being able to reach into the memory banks, find the answer and articulate it clearly and fast enough
- Fear of actually saying the completely wrong answer
- Fear of stuffing up completely and saying something that is totally irrelevant and socially unacceptable
- Fear of looking like you don’t know what THEY are talking about
- Fear of ‘what if I didn’t hear them correctly’ and I have missed a vital piece of information
So get over yourself, understand that you can change with the tiniest of tweaks here and there, find someone to work with who gets this at a grass roots level – then you’ll be unstoppable!!
Be Bold and Brilliant!
Bernadette McClelland is an expert in sales conversations that drive value and deliver million dollar results. Contact her office now on 1300 935 226 or firstname.lastname@example.org