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By Olivier Schumacher (More) • Last updated on October 30.03.2023, XNUMX • First published on 09.03.2016/XNUMX/XNUMX • So far 5348 readers, 2461 social media shares Likes & Reviews (5 / 5) • Read & write comments
Whether self-employed or employee - who sells, does that Companies good. stupid just that Seller far too often have a dysfunctional relationship with selling. It is precisely the inner attitude that decides Success and failure.
Far too often, sellers pursue a passive one Behavior: There is great joy about seemingly self-selling products and existing customers who will definitely be ordering again soon. Who doesn't sleep again? The competition!
Während customers and requests will be managed more than developed, the competition will take off. The crux of the matter: the competitor's offer is usually neither cheaper nor better in quality. The "opposing" seller is simply more active, also and especially when dealing with customers.
Inactive salespeople have no excuse: “Just call afterwards - what do they think of me if I keep bothering them? or “If you want to buy, you will come back to me anyway!”
Many salespeople are concerned about being too pushy. Interestingly, however, customers often think that many providers are too passive: "If they don't even call me to do the job - how slow is it until they have my job?"
As well as the envy of colleagues, many sellers fear the pressure of an executive, Team– and sales targets. Both are counterproductive. Too much pressure in the sense of "If xy is not reached by then, then...", culminates fast in tense conversations and ultimately in the loss of customers.
So many sellers have their own high standards in their way. They expect miracles, from now on equal, make themselves too much pressure and frighten their customers.
Failure reinforces that Anxiety to fail. If the pressure to succeed also increases, this results in nervousness, which in turn increases the fear of failure. The probability of failure increases.
Sellers then quickly slip into a negative spiral. Their self-esteem drops, they don't step longer than Adviser and seller, but as a supplicant. In order to generate orders, prices tumble and discounts increase. The main thing is to get off work quickly and get away from everyday sales even faster...
You can ask yourself the question "why" - and give the answer straight away:
On the one hand, in many places, fears are weakness titled – Colleagues and Executives are likely to have little understanding for such a revelation. On the other hand, we want People Even our natural fears do not accept and hope for the "miracle cure".
Admittedly, confronting your fears is extremely uncomfortable. It has been arranged with them, its sales (in) activities geared to it. Who likes to give up these comfortable structures?
Changing established behavior patterns requires iron will and patience. Diligence, the inner attitude and the confrontation with one's own fears turn the “hated” customer acquisition into an occupation with added value.
Unfortunately, people usually overwhelm themselves when trying to change their behavior. Many want them change effect from today to tomorrow. But no one loses 30 kilograms from one day to the next that they have gained over the years.
The situation is similar in sales: Nobody will be a different person or salesman tomorrow just because they want to be. Who many months and years its Problems has pushed into the background with selling, needs time to break down obstructive, mental connections.
Successful people often know many other successful ones – and vice versa. A personal environment with many positive or solution-oriented thinking people can be “contagious” act.
Fears are best reduced if you attack them in a flexible, positive, solution- and future-oriented manner. As is so often the case, success leads to small ones steps. Colleagues, executives or external service providers can Coach or “godfather” can be a valuable support.
Very few talk openly about their fears - and that's why they seem so invulnerable and exemplary to some anxious people. Not only sellers are more or less plagued with fears. negatives emotions also dominate many customers.
After all, they know: Your counterpart, the seller, is primarily interested in the services provided in the form of Turnover and sales figures - not primarily based on customer satisfaction or honest, customer-oriented advice. Sellers all too often despair of customers who do not buy out of sheer overwhelm or lack of orientation.
Uncertainty (stage fright) sometimes leads to contradictory behavior, even in discussions with customers. Signals are then prematurely misunderstood by both sides. "The offer cannot be good, as nervous / shy / submissive as it is."
Like restraint, however, the covering up of insecurities by customers can also be interpreted as arrogance. The seller's worries often strike unconsciously negative on his words and behavior. And he buys again Customer does not.
A degree doesn't come overnight. Sell means Endurance. And: Customers can only buy from those they know. Therefore, advertising for customers is simply part of it.
Anyone who takes the time and seriously faces his problems is on the way to becoming a salesperson who likes to meet customers and achieve sales targets in a playful way. Successful salespeople not only know how to prepare talks well, but also to learn from sales talks.
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Oliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field sales for the branded goods industry. Today, the five-time book author gives tried-and-tested tips and strategies on the topics of acquiring new customers, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at https://oliver-schumacher.de All texts by Oliver Schumacher.
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