I often wonder what happens to salespeople when they speak to buyers...
- Scott James Purves
- Mar 3, 2024
- 2 min read
From that endearing, charismatic person you meet socially, they often turn into someone else completely and can sound like...
- A robot
- Disingenuous with a fake voice
- A shadow of their former self
- Desperate & needy
- Self-serving
- Overly serious
Most likely due to a combination of factors...
- Nervous tension due to lack of skill
- Pressure related to targets
- Attachment to outcome
- A misconception of what sales is
- Inferiority complex due to poor self-regard or lack of confidence
- A dislike of sales and a attitude of being a 'stop gap', meaning they go through the motions by thinking it's beneath them
- Lack of intent
- Unconscious negative behaviours, habits & beliefs, which are severely damaging
Potential Negative Impacts...
- Missing target
- Miserable existence at work
- Lack of fulfilment / job satisfaction
- Lack of growth, both professionally & personally
- Unfulfilled potential
- Loss of earnings
- Chasing prospects within an inch of their lives
- Making them feel even more insecure
So how to solve these issues?
1 - Master the art of communication
2 - Give sales due respect, knowing that without it there would be no business
3 - Tuning into & connecting with people, seeking to understand & becoming human
4 - Speaking slower, having presence & taking a considered approach
5 - Becoming aware of your limiting beliefs & reversing them
6 - Improving your self-awareness by listening back to yourself
7 - Constantly improving your business acumen
8 - Learning about fundamental human psychology & why people do what they do
9 - Having the courage to fail faster & more often
10 - Increasing your emotional intelligence & managing your emotions to become more objective
11 - Learning how to ask great questions, when to ask them & how to listen to the answers
12 - Becoming much better at reading between the lines & not accepting anything at face value
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