Allowing self-limiting beliefs to constrain 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 achievement levels.
If salespeople do not see themselves as providing value for their prospects and clients, they will tend to approach customers in ways that appeal to reasons for buying other than the genuine business need of the customer.
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 behaviour, because they may try to sell a customer something that they neither need nor want. If they fail to take care of their clients best interests, salespeople will fail to build long-term relationships and lose customers.
Fear of Calling:
Recent studies have confirmed the obvious, that is to say that “fear of calling” in sales can contribute to a significant proportion of lost sales revenues.
One study that I read recently found that as many as 40 per cent of established salespeople experienced periods of “fear of calling” severe enough to threaten their future in sales.
Stemming the ever-increasing costs of the “fear of calling” syndrome cannot be addressed by training alone. It requires an experienced coach or mentor to work 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 “fear of calling”, 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!
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