Allowing self-limiting beliefs to constrain salespeople’s performance, will in turn limit sales results because like everyone, salespeople hold stubbornly to private beliefs about themselves, clients, markets, competition, and even the economy – beliefs that can have an enormous impact, either positive or negative, on their sales performance. If salespeople don’t see themselves as providing value for their prospects and clients, they’ll tend to approach customers in ways that appeal to reasons for buying other than the customer’s genuine business need.
This is what sometimes leads salespeople to oversell (for example, pressing a customer to “act now” in order to get a low price) or to be too accommodating It also can lead salespeople to adopt unethical behavior, because they may try to sell a customer something that they neither need nor want. If they don’t take care of their clients’ best interests, salespeople will fail to build long-term relationships and lose customers.
According to a study by Behavioral Sciences Research Press, the frightening fact is that “call reluctance” in sales can contribute to a significant proportion of lost sales revenues. The study found that 40% of established salespeople experienced periods of call reluctance severe enough to threaten their livelihood in sales. The same study showed that the average call-reluctant salesperson loses more than 15 potential accounts each month to competitors.
Stemming the ever-increasing costs of call-reluctance cannot be addressed by training alone. It requires working with each salesperson’s particular set of beliefs so that they feel truly empowered to breakthrough their self-created mental barriers. One particular statistic in the following survey should give any salesperson suffering from “call reluctance” renewed confidence
How Customers Regard Salespeople Survey:
? Salespeople who do not bother to make appointments. 45%
? Salespeople who know nothing about the customer’s business 60%
? Salespeople who know little about their products and services 60%
? Salespeople who call too often. 39%
? Salespeople who don’t call often enough. 49%
? Salespeople who do not have the authority to negotiate prices. 45%
? Salespeople who do not ask for the order. 40%
? Salespeople who are not properly or sufficiently organised. 55%
Most desirable quality customers want to see in salespeople? –competence!
Recognizes that the salesperson’s state of mind is instantly transferred to their prospect/customer, which means that the challenge for organisations is “to constantly create a highly resourceful state in their salespeople”. This is extremely important, because when salespeople lack belief in themselves, their product or their service, they unconsciously transmit their attitude to prospects in a variety of subtle and sometimes overt ways.
A Downward Spiral
Typically, salespeople who believe that if they had lower prices, they would win more deals, tend to attract more price objections. This in turn leaves them feeling scared or reluctant to talk to prospects about what they have to offer. Their downward spiral then becomes a self-fulfilling prophecy. Salespeople’s desire to succeed may be so dominated by a need to be liked that they’ll avoid asking prospects for information that is needed to identify the prospects’ compelling reasons to buy. When this happens, closing becomes a real issue because salespeople, fearing rejection, perceive that asking for the order might cause a breakdown in the relationship with their prospect.
Most Sales Directors grasp the concept of activity management, skills development and knowledge development. Intuitively, Sales Directors also understand the vital importance of the right mindset. Yet far too many feel powerless to help their salespeople turn their negative beliefs into positive ones.
Those few Sales Directors who do tackle such negative beliefs and are able to change their salespeople’s self-limiting beliefs into empowering ones have found an unbeatable path to success.
Latest News: However you want to measure it, it has been a tough year for most front-line sales professionals – probably the toughest ever. Millions of salespeople all around the world have lost their jobs, and are facing up to a very bleak Christmas.