Someone needs to explain the concept of feeling “less than” to me.
That is, why do so many reps feel that they are at a sales disadvantage? I mean, I get the Fear thing. I understand why salespeople are afraid when it comes to making calls, especially for the first few times. It’s not a natural act to call someone up and ask for an appointment or an order or for money.
It’s scary. I get that.
But why do we give away so much power to other people, particularly Buyers and Marketing people.
Are they special? Are they better than us?
In the movie Office Space, the lead character lives under the thumb of his boss at work and his girlfriend at home. << Spoiler alert: If you haven’t seen the movie, stop reading my blog and get down to Red Box ASAP>>
He is miserable until he gets hypnotized and stays in that hypnotic state after his hypnotherapist dies of a heart attack midway through the process. After this event, his perspective changes and he goes about his day, both at work and at home, in a state of complete indifference, no longer ruled by the perception of others having power over him.
As a result, everything and everyone around him changes. His boss’ inane requests fall on deaf ears. His girlfriend leaves him but he gets Jennifer Aniston as a consolation prize, which is nice.
The point is that he was allowing people to walk over him and when he stopped, everything changed. His newfound—albeit artificial—confidence got him a promotion from The Bobs and a hot new girlfriend. Sweet!
What would it take for you to shed your Sales Inferiority?
Being hypnotized is an option, but why take the risk of some fun-loving hypnotist slipping in the suggestion that you shout, “I am the Queen of England” every time someone uses the word, “printing?”
Instead, why not realize that you have nothing to fear and while it’s a good idea to respect the experience of others, there is no need to believe that someone is better than you or has power over you just because they are in a position of power.
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him: firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.