Subservient Behaviour

What kind of beliefs & behaviour make up your average salesperson who gets pushed around from pillar to post?

- they need to be liked

- they will do pretty much anything asked of them by a prospect

- they don't push back if they have a different opinion to the prospect

- they don't ask tough questions

- they answer all questions fired at them as they were taught to as a kid

- they don't ask the prospect to do anything for fear of offending them

- they discount far too quickly

- they accept being treated like a doormat

- they expect to have to chase and do just that

- they expect to be treated as beneath the prospect

- they believe a salesperson should act like a skivvy as they don't see it as a real profession

- they don't particularly enjoy their work but 'have bills to pay'

- they accept that all the above 'is just how it is'

So what makes up a top performer?

Well pretty much the inverse of the above.

And it all comes from mindset and belief systems.

As a result, elite performers generally speak to prospects as a peer and are not intimidated by someone just because they have a 'C' in their job title.