A recent global survey of more than two thousand organisations that I recently read, identified that one of the biggest issues facing Sales Leaders today is that salespeople's self-limiting beliefs constrain their performance, which obviously in turn, limits their sales results.
I do subscribe to the theory that whatever you believe you can do, you will; and whatever you believe you can't do, you won't.
Like everyone, salespeople hold stubbornly to private beliefs about themselves, customers, the market, competitors and the economy - beliefs that can have an enormous impact, either positive or negative, on their sales performance. If salespeople don't see themselves as providers of value, they'll be blinkered to the customer's genuine business needs.
This manifests itself in a number of undesirable behaviours that range from being too pushy, to being far too accommodating. This can also lead salespeople trying to sell customers something the customer may not need or want, and that certainly will not build long-term customer relationships.
Typically, salespeople who believe that if they had more competitive prices they would win more deals, tend to attract more price objections. This in turn leaves them feeling fearful or reluctant to discuss price and their downward spiral becomes a self-fulfilling prophecy.
A salesperson's state of mind is instantly transferred to their prospect or customer because they unconsciously transmit their attitude in a variety of subtle and even overt ways. Whilst the prospect or customer may not be consciously aware of the salesperson's underlying attitude, they will just have a feeling that something isn't right and will put a distance between themselves and the sales person.
This problem is further compounded and validated by research from Objective Management Group Inc who found that the typical sales person possesses a minimum of ten limiting beliefs that are having a detrimental impact on their performance. Once these beliefs are eliminated the average sales person will increase their sales by approximately 25%.
Many Sales Leaders understand the vital importance of the right mindset and those who are able to tackle and resolve the issue of their team's negative beliefs will see a dramatic upswing in their team's sales results.
You may also enjoy:"Are Self-Limiting Beliefs Constraining Your Sales Team?"
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Strategic Marketing Ideas in a Shrinking Economy: Referral Expo 2008 (now through October 10th!)
The Referral Expo is a virtual event, conducted over the phone. It's free to attend, but registration is limited:
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What: Referral Expo 2008
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Each 1-hour presentation will be conducted over the phone on successive weekday evenings.
Monday - Friday at 5:00pm Pacific / 6:00pm Mountain / 7:00pm Central / 8:00pm Eastern
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See you there
Tomorrow: I am doing my bit for the next Top Sales Experts ebook, which should launch in about two weeks. I am also going to be thinking about the JF Consultancy 2009 strategy - yes, it is that time of the year already - this is me with my thinking cap on
Our graphics designer, Bill Jeckells, has a great sense of humour!
OK, that's a wrap for this week, so as ever, have a great w/e and be sure to make it back on Monday - JF
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