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While you may not throw salt over your shoulder when you spill some, or dread the sign of a black cat crossing your path, you may still suffer from a few sales superstitions that block sales success. Negative experiences with certain types of prospects or situations can cause you to preconceive negative outcomes in similar situations.
Conversely, very positive experiences can cause you to begin a negative thought process when those same positive conditions are not present. The result is a preconditioned mind-set that can cost you a ton of sales.
Here are three such mental blocks you want to avoid.
#1: The Pre-Sale Ritual
Performing a certain set of routine exercises to get your mind-set right is a good thing. However, you cannot let your routine become such a ritual that if for some reason you are unable to complete it, you lose your nerve.
If you feel you went into the sales interaction without performing your routine, you can feel ill prepared, unconfident or even afraid. Be careful not to let any set of pre-sales actions become critical to your performance.
#2: That Special Suit or Outfit
Most of us have a special outfit; that suit, tie, blouse or whatever, that makes us feel invincible. While there is no harm in that, it is easy to begin to feel that you close more sales, close bigger sales, or have better success while adorning that certain attire. When this happens, you tend to feel LESS effective in other outfits. Such a superstition will cost you.
#3: Sex and Age
This is a tough one, in that often the fear is real. If you feel you have problems with prospects of a certain age or sex, it is possible that you have problems communicating with that type of person. However, usually it is but a mere phobia.
The last two big sales you lost, the prospect was a senior aged man. When you walk into your next sales interaction and find an older man, fear sets in and a sense of doom blankets your confidence. You fear this one will end as the others and you will not make the sale. Once this feeling materialises, your sales interaction and close becomes a self-fulfilling prophecy.
Selling is a highly subjective business. Be careful not to subject your mind to unwarranted fears.
Sean McPheat MTD Sales Training
(Image by Michael-john Wolfe)