Every salesperson comes into the role with a unique set of personal beliefs – about themselves, their products, their company, and their industry. And while some of these beliefs may be helpful motivators, others may be holding your sales team back from reaching their full potential. Here are four common sales team personal belief systems that may be sabotaging your sales results.
1. “I’m not a natural salesperson.”
If your team members believe that they’re not “natural” salespeople, they’re likely to approach every selling situation with dread and reluctance. This can lead to all sorts of problems, from missed quotas to high turnover. If you want your team to succeed, you need to help them see that selling is a skill that can be learned and perfected – it’s not just something that some people are “born” to do.
2. “Our product is perfect for everyone.”
It’s great to have a product or service that you’re passionate about – but it’s important to remember that not everyone is going to see its value right away. When your team members believe that your product is perfect for everyone, they’re likely to make promises they can’t keep and over-promise on features and benefits. This can lead to disappointed customers and eroded trust. Instead, help your team focus on finding the right customer fit – those individuals or businesses who are most likely to see the value in what you’re offering.
3. “The customer is always right.”
This one might seem counterintuitive – after all, the customer is the reason we’re in business in the first place! But when your team operates under the belief that the customer is always right, they may be more likely to give in to demands for discounts or freebies. This can erode your margins and bottom line. It’s important to teach your team how to stand firm on price while still providing excellent customer service.
4. “The competition is always out there trying to steal our business.”
Competition is a fact of life in business – but if your team believes that the competition is always out there trying to steal your business, they’re likely to approach every selling situation from a place of fear instead of opportunity. This can make them reluctant to take risks or try new things, which can stifle innovation and growth. Help your team reframe their thinking by looking at competition as an opportunity to learn and improve rather than an enemy to be vanquished.
These are just a few examples of personal belief systems that can sabotage your sales results. If you suspect that your team’s beliefs may be holding them back, take some time to have a conversation about it. We uncover the hidden beliefs that sabotage positive sales outcomes through our Sales Org Effectiveness and Improvement Analysis. Learn more about it here.