Going From “Moving a Mountain” to “Hoping to Meet Quota”!
The Most Harmful Negative Transition a Business Owner will face
The short answer is the Depletion in Self Esteem. Self Esteem is a Major Component of Attitude! Sales Professionals tell us at Peak Performance that they are rejection proof, or that rejection does not bother them. The fact of the matter is that we as human beings are not rejection proof at all. As a human being we are all Emotionally Responsive.
Negative Sales Stimuli and how Sales People React: Emotionally Responsive means that we respond emotionally, or react to stimuli, and in this case the sales stimulus are lies, obstacles, excuses and the many reasons for we hear for not buying that ultimately cause the feeling of rejection. Eventually this rejection begins to deplete their self esteem. This depletion in turn creates a downward spiral.
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The Downward Spiral: The Financial Impact to the Business Owner. Once Self Esteem begins to deplete, an individual’s Level of Expectation begins to erode. For example, Sales people begin a new position with an attitude of “I’m going to move a mountain” followed by “I hope I can just meet quota”. When the level of expectation depletes inevitably this breaks down their level of performance. For example, they stop making calls, they stop challenging excuses, they stop getting as many appointments and they START.. to go to work for the buyer! This is evident when they begin selling you the excuses they bought from the buyer. “Boss, they have no time or they have no money!” This isn’t the problem. The problem is that you bought into their own Customer Empathy!.
Once performance breaks down, productivity breaks down, and here you are, reading another tip from Peak Performance hoping that something will change. Nothing will change until and unless you change the playing field and the environment that you have either developed or have allowed to unfold. This ongoing drag and uncertainty in the economy has created an increase in the amount of personal rejection sales people experience. Many sales people today only expect to sell enough to keep their jobs. This reduced level of expectation decreases their level of performance which in part, causes the “Sales Plateau”.
Can attitudes change? Improve? Yes, however removing the mental obstacles and negative mindset that lead to this transition is essential.
Initial rejection unless addressed can transition into a level of hopelessness and a viewpoint that everything will turn around if and when the economy improves. This viewpoint is what we call Externalization. Unfortunately, instead of implementing "change" to get a change in their bottom line, many sales people have decided to use this economy as their reason for poor production.