Sales & Fear of Money

Can you imagine a surgeon who can't stand the sight of blood?

Or a barrister who has a fear of public speaking?

How about an accountant who hates numbers? 

It would be a highly peculiar situation if any of these were true...

Yet a lot of salespeople feel uncomfortable talking about money.

I've worked with a lot of people & trained even more with this exact problem.

And it usually stems from limiting beliefs, conditioning or upbringing.

- Mum would talk about money with a scarcity mindset.

- Dad would always buy the cheapest.

- Life as a kid was always seen as a struggle. 

It's also unconscious much of the time & isn't about the money per se - it's merely an expression of the underlying psychology. 

But as in the three examples, it's a fundamental part of the job.

So if a salesperson has any fear or insecurity around money, it has to be dealt with ASAP.

Lack of confidence in your pricing is incongruous & communicates something is amiss. 

I worked with a guy once whose voice would go up a few octaves when it came to discussing cost. 

He sounded like a different person.

Turned out he had crappy beliefs around money.

These insecurities undermine both the solution & the salesperson. 

And money will either be getting left on the table or discounted in order to win the business. 

Lose / Lose. 

Fundamentally...

Sales = solving problems in exchange for money.

This should never be shied away from.

Of course, you don't want to turn into a self serving money grabber with commission breath...

But as a professional salesperson you need to have absolute conviction when it comes to your pricing. 

Otherwise you'll never be able to take your game to the next level.

#sales #money