Written by Sean McPheat |
Are you superstitious? Do you throw salt over your shoulder when you spill some, or freak out at the sign of a black cat crossing your path? While your first thought may be that you have no belief in such irrational magical forces, do not be so sure.
Even some of the best, highest-level sales professionals, unknowingly suffer from some serious sales superstitions and phobias. Below are the first three of six of those unwarranted fears that may be affecting your sales production.
#1: That Special Suit, Dress or Outfit
Come on now and be honest. You know you have that certain outfit; that suit, tie, blouse or whatever, that makes you feel invincible. While usually such sentiment is harmless, sometimes it gets out of hand. When you slightly or near subconsciously, begin to feel that you close more sales, close bigger sales, or have better success in certain attire—you have become superstitious. The real problem here is you can easily begin to feel less confident and effective in any other outfit.
If you find this is the case, take that super-sales-suit, put it in the closet, and don’t wear it for a few weeks. Remember, clothes do not make the sales person.
#2: 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 mature woman. When you walk into your next sales interaction and find an older woman, 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.
There is no anti-sales-peer group. People are just people and in professional sales, some things are just a coincidence.
#3: 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.
Often a sales person is walking into a sales interaction thinking, “Oh my gosh! I didn’t have that second cup of coffee! I’m not myself!”
Alter your routine deliberately occasionally. Be careful not to become like an old phonograph record where if something happens that moves you out of the “groove” it is all over.
Still have not seen any superstitions that plague you?
Check the last three Posting December 2, 2011 in: More Sales Superstitions and Phobias
Originally published: 1 December, 2011
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