HARDISON’S TIPS – AUGUST 9, 2021 – Beliefs That Hinder Salespeople (PT.1)
On a fairly regular basis, I run into a belief that limits a salesperson’s behavior. These often sound reasonable and are embraced without question. Looking a bit closer at them, however, uncovers how they limit a salesperson’s performance.
One of the most common of these negative and limiting beliefs is this: I have my own style of selling. This is one of the most Ludacris of them all because it excuses the salesperson from any responsibility to improve. More salespeople have remained plateaued far below their potential because of this limiting belief than any others.
Let me explain.
Like so many of these limiting beliefs, this has a ring of truth to it. In one sense, everyone has their own style of selling because we are all unique individuals and act out our own unique blend of knowledge wisdom, and life experiences. No two of us are alike.
The problem comes when the salesperson uses that belief to ignore the efforts of management and sales experts to help the salesperson sell better. The thought process goes like this: “Since I have my own style of selling, I don’t need to listen to or give any credence to what anyone else tries to teach me. They don’t understand my style, so their advice is irrelevant.”
“My own style” thus becomes an excuse that absolves the salesperson from any responsibility for improving his/her sales skills. And because he retreats into the psychological fortress of his own style, nothing can penetrate it.
So, for example, his manager sends him an article that impressed his boss. The salesperson deletes it unread because he has his own style of selling. Nobody can teach him anything.
A highly recommended seminar comes to town. The salesperson says he is too busy to go, but really means “I have my own style. I’m not going to learn anything at the seminar.”
The company buys a copy of a well-regarded book for all its salespeople. It gathers dust on the salesperson’s shelf because he has his own style of selling. There is nothing in the book that is going to help him. The author doesn’t understand his style of selling.
The company unveils a new product line and directs the salesforce to begin promoting it. The salesperson doesn’t bother, because it doesn’t fit within his style of selling.
“My own style of selling” then because the mechanism to absolve the salesperson of any responsibility to improve his/her sales skills, consider more effective strategy, or refine his tactics.