Too many salespeople show up with an attitude. It sounds like this. “I’ve got the best solution available, and my job is to convince my prospects that I’m right. This is the “try harder” syndrome. This attitude just doesn’t work well any longer. Here’s a list of the beliefs that salespeople have that will do them more harm than good and what you should be believing instead.

Faulty Belief: I need to educate my prospect; presentation skills are my most effective tool.
Winning Belief: Your job is to qualify your prospect and investigative skills are your most effective tool. Let’s face it, no one ever lost a sale by listening too much.

Faulty Belief: Everyone needs what I sell; hearing “no” is a failure.
Winning Belief: A more productive belief is that not everyone is a prospect for
what I sell and “no” is not a failure as long as I’ve qualified the opportunity adequately.

Faulty Belief: When the prospect says, “I need to think it over,” there’s still a chance.
Winning Belief: You should be skeptical (not reassured) when your prospect tells you that he needs to “think it over.”

Faulty Belief: My features and benefits differentiate me from my competitors; they give me an advantage.
Winning Belief: If you rely on features and benefits, you’re probably going to sound just like everybody else, and your prospect may conclude that what you sell is just a commodity. When you’re perceived as a commodity, price becomes the most important buying criteria.

Faulty Belief: My job is to convince my prospect that he would benefit from purchasing from me; I need to be a good closer.
Winning Belief: It’s the prospect’s job to convince you that he has a problem, the budget and the decision-making ability to fix it and needs your help. Try this attitude on your next sales interview and see how it will change your approach.

Faulty Belief: Financial considerations are the most important factor in determining who gets the business.
Winning Belief: If you can help them increase their business or save them money, your price is relative to their gain.

Faulty Belief: If my prospects like me, they will buy from me.
Winning Belief: The real issue is whether or not the prospect thinks you can solve their problem. If they do, you’re likely to get the business.

Key Points

1. Your attitudes and beliefs are very important; they dictate what you do and how you do it. Ultimately, your attitudes and beliefs control your results.

2. Hearing “no” is not a failure; not everyone is a prospect for your product or service.

3. You should believe in the Law of Abundance – there’s plenty of business out there. Don’t hang on to a prospective client when the odds of being successful are slim. Find another opportunity.

John E Flannery of Flannery Sales Systems sits down with long-time friend and Olympic gold medalist Kerri Pottharst. Since retiring from professional volleyball in 2005, Kerri now works with businesses executives, managers and staff to help them overcome fears and reach their goals. John and Kerri discuss these topics as they relate to sales professionals.





john-for-feb-2011-cropped-2John E Flannery, President of Flannery Sales Systems, has been invited to present at a San Diego event sponsored by the Association for Manufacturing Excellence (AME).

AME is the premier organization for the exchange of knowledge in enterprise excellence. Members come together to explore Lean thinking and other enterprise improvement methods, network and exchange best practices.

During this event, John will be presenting ideas for building a lean, customer-focused sales process and discussing how sales and operations can work together to support business planning.

Topics include:

  • What does a customer-focused sales process look like?
  • What are the ins and outs of operations planning?
  • How can operations glean information from field sales (and vice versa) in order to optimize internal resources?
  • What are the key leading indicators from the customers that help to allocate resources
  • How can other departments benefit from this information?

The event will take place from 8am – noon on October 21. For more information or to register, visit the event page.