Last month, we watched the Patriots and the Sea Hawks battle it out in Super Bowl 49. Just 8 minutes into the game, it was obvious that second efforts would be the rule of the day. Then, with less than two minutes left to play, we witnessed THE CATCH - requiring a fourth or perhaps even a fifth effort - that put the Sea Hawks in a position to win. But it wasn't meant to be, as the Patriots came up big on defense with a key interception to earn the victory.
Second efforts, and more. Which brings us to selling. How many salespeople do you think make appropriate second efforts?
I'm not talking about when salespeople are pestering prospects who have no interest. I'm talking about when salespeople are told they lost; or when a salesperson closed the deal and then lost it when the prospect had a change of mind.
- 54% of Salespeople have Need for Approval - A salesperson's need to be liked prevents them from asking a lot of questions beyond a no, and especially tough questions or challenging their prospect.
- 86% of Salespeople are Too Trusting - A salesperson who is too trusting will accept at face value what their prospect says and when they hear it's a "no", they accept that and won't consider a need to push back.
- 72% of Salespeople Have Difficulty Recovering from Rejection - Salespeople who struggle to overcome being rejected are typically in no kind of shape to quickly bounce back and make a second effort.
- 18% of Salespeople Lack Commitment - It takes tremendous commitment to do whatever it takes to succeed in sales. Salespeople who possess only conditional commitment -- the salesperson agrees with what must be done, it's not too difficult, and it's not too scary - will totally bail out after a "no". It's too difficult for them to overcome.
- 84% of Salespeople have Self-Limiting Beliefs - When salespeople are told, "No" and they believe that it's "Not polite to push back," that belief will stop most salespeople in their tracks.
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Contributed by Dave Kurlan
