It's 100% Fatal for Salespeople!

Q:  What's the one thing a salesperson must avoid if they are to be successful?
 
A:  I study salespeople for a living. The majority of them don't lose because of product inferiority, pricing excesses or poor sales technique - they lose because of low self-esteem! We all start out with perfect self-esteem - ever met any three year olds with self-esteem problems! We do, however, meet a lot of salespeople with a crippling success disease caused by "low self-esteem."  This disease is 100% fatal in destroying a salesperson's potential and performance.


Signs salespeople exhibit when they suffer from low self-esteem are:

• Lots of excuses.
• Quick to become defensive.
• Enjoys seeing others struggle.
• Nervous and bails out quickly in tough negotiations.
• Call reluctance (phone handset weighs 60 pounds).
• Avoids taking risks for fear of failure.
• Solutions for low self esteem:
• Get them proper training.
• Give unconditional strokes.
• Eliminate critical coaching.
• Facilitate stretch goals.
• Don't just manage results, manage behavior and technique.
• Spend 50% of the coaching on self-esteem, the other 50% on technique and product knowledge.

 
When all else fails, avoid hiring these people. An organization whose salespeople have strong self-esteem consistently outperforms others by 40-50%.

ken [at] northstarinstitute [dot] com">Ken Edmundson
Edmundson Northstar Companies
2650 Thousand Oaks Blvd., Suite 3110
Memphis, TN 38118
v. 901.766.4560
f. 901.766.8135