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Answer Upon - Is Your Sales Team Paralysed By the Fear of Failure?
“I’m a realtor, I sell real estate.” Or do I? Maybe I sell the American dream of owning a home. Or the idea of putting down roots. Or of having a safe haven to raise kids.Look below the surface of your product or service and find out what people are really buying from you. The man who buys an expensive Mercedes is probably not shelling out his hard-earned cash for what’s under the hood. He’s more likely attracted by the feeling of luxury and belonging to an elite group of peop
I managed a team of sales people for a large telecommunication Company whose sales were achieved from door to door selling. This was a very tuff selling environment and we were under relentless pressure to perform. This meant every so often one of my sales people would suffer a crisis of confidence and go into a sal
Starting a business is about creating value. Creating value involves making a sustainable contribution. If the business is going to last, then you must think about its sustainability from the startup.Beliefs and Values Make SenseYour belief system and values will be at the heart of the enterprise. It is vital to be clear what they are and to be able to sum them up. This statement will be your business lodestar, or the guiding principle that you want the
As sales managers we can fall into the bad habit of ‘passing down’ to our sales teams the pressure we are put under by our company. Is that an effective way of motivating our team and building a culture of success? Absolutely not! It is the worse thing we can do as a manager, in fact the more pressure we put our teams under, the more we increase the probability of missing our sales target by a long way. Why is that?
It sabotages your chances of success because you introduce the fear of failure into your sales person’s success ratio. It is that fear of failure which prevents sales people, teams and Companies hitting target week in week out. Does a fear of failure really affect your sales people so badly? Try this out, lay a length of 100x50mm timber on the floor and ask for volunteers to walk across it. Every one will be happy to do that with hardly any one loosing their balance. If you then raised that timber 50m into the air and asked for volunteers to walk across it with out any safety nets, how many would volunteer? None!
Although physically nothing has changed it is just walking across a piece of wood, the fear of falling makes it a completely different activity, in fact the greater your fear of falling is, the worse your performance will be.
This works just the same with our sales people, we could think that the more pressure we put them under to perform, the more seriously they will take it, the more effort they will put in and the better chance we have of getting good results from them but it very rarely works because of that fear of failure. On the other hand it is amazing what results can be achieved if you take the pressure off them.
I managed a team of sales people for a large telecommunication Company whose sales were achieved from door to door selling. This was a very tuff selling environment and we were under relentless pressure to perform. This meant every so often one of my sales people would suffer a crisis of confidence and go into a sale
In some situations, attempting to intimidate the other person will actually increase the amount of rapport you gain with them. CEO introductions, meeting other salespeople (and competitors), and sales job interviews come to mind. Other times its just plain fun to assert a little power in a situation. Here's the technique for giving a "power handshake" that communicates that you are confident, in control, and not afraid to use it. Reach to s
It sabotages your chances of success because you introduce the fear of failure into your sales person’s success ratio. It is that fear of failure which prevents sales people, teams and Companies hitting target week in week out. Does a fear of failure really affect your sales people so badly? Try this out, lay a length of 100x50mm timber on the floor and ask for volunteers to walk across it. Every one will be happy to do that with hardly any one loosing their balance. If you then raised that timber 50m into the air and asked for volunteers to walk across it with out any safety nets, how many would volunteer? None!
Although physically nothing has changed it is just walking across a piece of wood, the fear of falling makes it a completely different activity, in fact the greater your fear of falling is, the worse your performance will be.
This works just the same with our sales people, we could think that the more pressure we put them under to perform, the more seriously they will take it, the more effort they will put in and the better chance we have of getting good results from them but it very rarely works because of that fear of failure. On the other hand it is amazing what results can be achieved if you take the pressure off them.
I managed a team of sales people for a large telecommunication Company whose sales were achieved from door to door selling. This was a very tuff selling environment and we were under relentless pressure to perform. This meant every so often one of my sales people would suffer a crisis of confidence and go into a sal
With a dismal failure rate of more than 75 percent among restaurants, you must be sure you do everything you possibly can do to promote your restaurant through free publicity. Here are 16 tips that will boost your publicity efforts and help you finally get noticed--even if you don't have a big advertising budget.1. Call the advertising department of every newspaper and magazine you want to get into and ask for a copy of their editorial calendar. It’s a free listing of all the
Although physically nothing has changed it is just walking across a piece of wood, the fear of falling makes it a completely different activity, in fact the greater your fear of falling is, the worse your performance will be.
This works just the same with our sales people, we could think that the more pressure we put them under to perform, the more seriously they will take it, the more effort they will put in and the better chance we have of getting good results from them but it very rarely works because of that fear of failure. On the other hand it is amazing what results can be achieved if you take the pressure off them.
I managed a team of sales people for a large telecommunication Company whose sales were achieved from door to door selling. This was a very tuff selling environment and we were under relentless pressure to perform. This meant every so often one of my sales people would suffer a crisis of confidence and go into a sal
Everyday a business owner, CEO, or manager somewhere is complaining about the lack of good employees. On the same day, in a break room, employees are complaining about the lack of good jobs. Thinking that they can alleviate the problem with finding good employees, many employers have opted for lengthy applications and endless interviewing. In the process, the employee-to-be becomes frustrated before even starting the first day of work. The employer has spent a bit of money and th
This works just the same with our sales people, we could think that the more pressure we put them under to perform, the more seriously they will take it, the more effort they will put in and the better chance we have of getting good results from them but it very rarely works because of that fear of failure. On the other hand it is amazing what results can be achieved if you take the pressure off them.
I managed a team of sales people for a large telecommunication Company whose sales were achieved from door to door selling. This was a very tuff selling environment and we were under relentless pressure to perform. This meant every so often one of my sales people would suffer a crisis of confidence and go into a sal
If you think brands are only for Starbucks and Oreos, think again. Every single organization - including your nonprofit - has its own personality, its own identity, its own set of characteristics.As the nonprofit landscape gets increasingly competitive, it's more important than ever to brand yourself by clearly conveying your organization's focus, credibility, and unique contributions. The benefits are many:BENEFITS FOR YOUR ORGANIZATION
I managed a team of sales people for a large telecommunication Company whose sales were achieved from door to door selling. This was a very tuff selling environment and we were under relentless pressure to perform. This meant every so often one of my sales people would suffer a crisis of confidence and go into a sales slump, the harder they tried to sell the more stress and anxiety they felt.
I used a very simple method to turn them round and get them earning money again. I would sit them down and tell them that I would sell the deals they needed for that day and the next day if I needed to, they did not need to sell at all, and in fact I did not want them to sell!
I just wanted them to go out and enjoy them selves for the day and get their confidence back, I wanted them to find nice people who they could have a laugh with, practice some small talk on, and share a joke and most of all have fun. They would go out with no pressure on them at all and guess what? They would have one of their best selling days for weeks because, just like walking on the piece of wood on the ground, there was no fear of failure.
As managers we need to find as many ways as possible to reduce that fear of failure for our sales people at the same time as initiating a thorough and comprehensive examination of the complete sales process.
If it is possible speak to your manager and explain what your intentions are and ask him for some help. Be prepared to lead from the front and write some sales yourself that month to alleviate the pressure. Do not be tempted to pass on the pressure you get from above. Check out our web site for lot of free advice and support for building a culture of success in your team, you can ask any specific questions you want there at www.21ksa.co.uk
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