A bad attitude could be killing sales

August 18, 2008 § Leave a comment

Self-limiting beliefs could be holding your salespeople back, stopping them from making sales. New research shows how the deeply-held beliefs of sales people can affect their performance.

Your people’s attitudes towards clients, the market, competition and even themselves, can lead to unproductive sales behaviour.

For example, if a salesperson has a fear of rejection or failure, their ability to complete tasks such as cold calling or seeking referrals will be limited, leading to sub-standard results. Or if a salesperson doesn’t see how the client is getting value, she will tend to approach the customer with reasons for buying, rather than uncovering the customer’s actual needs, and effectively listening to the answers to her questions. This results in the salesperson acting pushy, which won’t help make a sale or build customer loyalty.

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