Because they lack product knowledge, they listen more closely to customers. They believe everything they’re taught. They take to the sales field and do everything they’re employed to do – without question and without distraction.
New sales people are blind to fear and the risk of losing a sales order as they’ve not yet experienced it. Most new sales people tend to sell more in their first two months than they do in their second two months.
It’s from the third month onwards that the seed of doubt develops in a sales person’s mind.
Two kinds of events generally occur to create this seed of doubt:
• They lose a potential sales order to a competitor for reasons they didn’t think possible. This could be due to a lower-priced product or to a product with capabilities theirs didn’t possess.
• Upon receiving customer feedback the sales person discovers that their employer’s products and service aren’t perfect and that they’ve made mistakes with some customers.
While disappointing, these issues create fear; the fear of failing which dents their confidence.
Pure enthusiasm and utter conviction are suddenly tempered by real life experience!
It’s important to deal with these negative experiences and put them into perspective.
Remind yourself that the world isn’t perfect. There’s no perfect job, perfect employer, or perfect product. In business, as in life, things can go wrong!
Customers can inadvertently have a bad experience. Just because your employer has room for improvement and some of their business systems may not be ideal, this doesn’t imply that your competitor is any better than your employer; your competitor will face similar challenges.
Understanding how to deal with a lost order is also very important when it comes to preventing the growth of your seed of doubt.
If an order is lost this doesn’t mean “doom and gloom” or failure.
Take a step back from the deal and look at the way it played out. Acknowledge the things you did right. Assess the things you should’ve done better, or differently. Be fair to yourself by looking at the positives as well as the opportunity for improvement.
Regardless of any disappointments you may face always prevent any negative attitudes from forming. Protect your positive enthusiasm and always work with utter conviction.