Five Limiting Blind Spots Sales Professionals Have
Sales professionals like many other professions suffer from blind spots. We are familiar with blind spots while driving our vehicles. The same is said for blind spots in ourselves. Everyone has a blind spot or two. Today we will talk about five blind spots that plague sales professionals.
Lack of Personal Development
This one is high on just about anyone’s list. But especially for sales professionals, personal development is crucial. If sales professionals are not improving their skills, their presence, competitive marketplace landscape, or their mindset, they will fall by the side of those that are developing their craft. Many different professionals can hide behind a title, but sales is all about performance. There is no excuses when the sales person is not succeeding.
Not Adapting to the Buyer’s Style
Buyers come in all shapes and sizes, backgrounds, and presentation styles. When I first stepped into sales, I was told to memorize the DISC personalities and be able to quickly diagnose the different styles so that I could present to the buyer in the way they like to be presented to. I have since taken and understood more assessments like predictive index and Myers-Briggs. To understand the other person is crucial to help them find their communication style so there is no miscommunication. I large deal can be lost because someone did not understand the value.
Thinking it’s a Numbers game
Too many people in sales start out thinking it is just a numbers game. Smile and dials, cold calls, running the phone, all different names for it. What I found is that the more influence I had with customers the more they helped me sell my products and services. This meant selling actually got easier. Now I will say the numbers approach does mean we have to build the relationship so that takes time and relationship, so showing up multiple times is required.
Not Building Relationships
Long-term success is about influence, not transactions. As mentioned above it’s all about relationships and influence than about selling a product / service. When perform my “Sales Titans” keynote help the audience with refocusing on how to make the customer a hero of their story. As with any relationship, if we are only self-focused then the relationship fails to thrive. The same is said for sales. We need relationships if we are going to succeed in sales.
Misaligned Motivation
Ever seen a broke sales person? They are almost hanging on the customer’s leg as the customer races to the door as to say, “please don’t go, I need this sale.” Customers can sense when they are being manipulated and they don’t like it. Would you? We need to stop chasing sales targets and making sure that we are putting the customer in a light so they can win. When we do that sales actually take off. No this is not a quick fix kind of strategy, it is a long-term sales future. I have been in sales for over two decades and it’s because I don’t manipulate, or am self-motivated in the relationship.
These are the top blind spots that sales professionals have when approaching sales, but the cure is making sure after every sales call we review how it went and where we may have missed the mark so we can learn, grow, and make more sales for a successful career.
Have a great week!
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