Why Don’t Salespeople do what they Know They Should Do?
Most salespeople know they should do, but don’t, primarily because it challenges their comfort zone and they don’t like confrontation – even if it costs them a valuable sale.
These are three reasons why this one area remains unresolved.
1. Most train their minds to become indifferent to what they know works.
In other words, they use excuses such as:
- “It might work for others, but it won’t work for me,”
- “I tried it once but it didn’t work out right,” or
- “I don’t believe in working that way, its too high pressure for me.”
In essence, what they know they should do, but don’t, because it challenges their comfort zone. And this leads into the second point.
2. They don’t know, nor understand how to resolve their fears and anxieties.
Yet resolution is in the majority of cases the result of confrontation. Unfortunately nothing can be either confronted or resolved until the individuals learn to:
- Reorganise their fears and anxieties
- Admit to their fears and anxieties
- Face their fears and anxieties.
This is all nice, and as most people will tell you that have been down this road, they’re already ‘tried it’, and it didn’t work for them. It is for this reason, the following point has been included.
3. Breakthroughs only come by two methods of application.
Just like these:
- You work at getting it right by the process known as substitution. And if tackled wrongly can aggravate the problem rather than fix it:
That’s why so many dieters fail. They don’t like what they substitute. The other method is:
- You work on the weakest link, correct it, then correct each point thereafter sequentially.
My biggest weakness is I like ice-cream. To me substitution doesn’t work because I don’t like the taste of low-calorie or reduced milk ice creams. They just don’t taste right. So now I only eat ice-cream occasionally (as a reward) and then it doesn’t matter if I pig out on it.
Ideally, if I worked at eliminating it, I would never need to “pig out”, so in order to face the problem, we need to recognise the problem first. But the biggest problem is not the problem we think it is. And if that sounds confusing, its because we salespeople are masters of substitution. That’s right, we’ve already substituted the real problem with a more acceptable problem.
However the problem here is, the problem has been substituted in name only, and by reducing its real impact to a lesser valued substitute, we can pretend it isn’t really a problem. Let me explain … We Salespeople are ingenious at either dreaming up solution or accepting ideas from others. Once we’ve catagorised a problem, we expect either a quick fix, or we expect other people to solve it for us … But we don’t have the time.
At first the problem is not the problem we think it is. And if that sounds confusing, its because we salespeople are masters of substitution. That’s right, we’ve already substituted the real problem with a more acceptable problem. However the problem here is, the problem has been substituted in name only, and by reducing its real impact to a lesser valued substitute, we can pretend it isn’t really a problem.
Let me explain … We Salespeople are ingenious at either dreaming up solution or accepting ideas from others. Once we’ve catagorised a problem, we expect either a quick fix, or we expect other people to solve it for us … But we don’t have the time.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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