Written by Sean McPheat |
The dictionary defines philosophy as ‘a system of principles for guidance in practical affairs.’
When we philosophise about something, we think deeply and critically about the way things are and how they should be.
In sales, we have many philosophies about how customers buy, how we should sell and how businesses are run.
Here are some that we would do well to drop from our repertoire:
Knocking the competition
This should be a no-no. If the prospect you are talking with is thinking about using one of your competitors, you ‘dissing’ them could have the opposite effect.
It’s possible they may wonder why you are being negative about the competitor, and actually decide to try to contact them just to find out why you are being so negative.
Besides, it’s very unprofessional as it shows you up as being a lowlife and untrustable.
Thinking you don’t need to improve
Yes, I’ve heard salespeople say that they have been on all the training courses and have an up-to-date knowledge of their products and services.
But unless you have a ‘continuous-improvement’ mentality, you are going to be left behind those people who take their development seriously.
There is no such thing as the perfect salesperson.
The moment you think you know enough, someone or something will come along and bite you where it hurts.
If something goes wrong, it’s always something or someone else’s fault
Not taking personal responsibility for your results or what happens to you is a clear sign of poor philosophy.
When you start thinking that everything’s going wrong and that it’s everyone else’s fault, you abdicate responsibility for any change that you can control.
If it’s the economy, or the competition’s products, or the economy, or your prices that you consider to be the problem, then these are areas you don’t have full control over, and the only thing you can control is your response.
So, if you consider that the way you respond is going to dictate the results, then your philosophy has to change away from the ‘blame game’.
It does nothing for you to claim that you have no control over your results because of things outside of your control.
Your job is to sell your products and services
Hang on, surely this is a good philosophy to live by?
Well, yes, of course it’s your job to get orders. But what we’re referring to is the philosophy that says it’s my only job.
A better philosophy is to think your job is to make it easy for people to buy and to make a great decision to buy it from you.
This philosophy means your focus is on the prospect, not on your products.
See if you can avoid these philosophies that don’t support your progress, you stand a greater chance of being successful in sales.
Originally published: 24 November, 2015