Success ≠ rest
Salespeople often follow a passive behavior: The joy of apparent self-runners and existing customers, who will definitely order soon, is great. Who does not sleep again? The competition!
While customers and inquiries will manage more than develop, the competition starts. The crux of it: The offer of the competitor is usually neither cheaper nor better in quality. The "opposing" salesman is simply more active, also and above all in dealing with customers.
Inactive sold badly ...
Inactive salespeople have no excuses: "Just call out - what do they think of me, if I constantly bother them? or "Who wants to buy, but comes anyway by itself back to me!"
Many sellers are worried about being too intrusive. Interestingly, though, customers often think that many vendors are too passive: "If he does not even call me to do the job, how slow is he when he has my job?"
... pressure as well
As well as the envy of colleagues, many sellers fear the pressure of an executive, TeamAnd sales specifications. Both are counterproductive. Too much pressure in the sense of "If not until then xy is reached, then ..." culminates quickly in cramped conversations and ultimately in customer loss.
So many sellers have their own high standards in their way. They expect miracles, from now on equal, make themselves too much pressure and frighten their customers.
Spiral of failure
Failures increase the fear of failure. In addition, the pressure to succeed increases, resulting in nervousness, which in turn increases the fear of failure. The probability of failure increases.
Sellers then slip quickly into a negative spiral. Their self-esteem goes down, they no longer act as consultants and sellers, but as petitioners. To generate orders, prices tumble and rebates rise. Main thing fast after work and even faster away from everyday sales ...
Ask questions about the "WHY"
You can ask yourself the question of the "why" - and then give the answer:
- Why do not salespeople look for new customers?
- Why, instead, do they prefer pencils or clean up their office?
- Why do not they face their fears?
- Why are not you open to it?
Fears are weakness
On the one hand, fears are often called weaknesses - colleagues and executives are likely to have little understanding for such a revelation. On the other hand, human beings themselves do not want to accept our fears and hope for "miraculous healing".
Admittedly, confronting your fears is extremely uncomfortable. It has been arranged with them, its sales (in) activities geared to it. Who likes to give up these comfortable structures?
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