Every sales professional will face a wide variety of objections and obstacles during the sales process. But whether you’re trying to close a deal, or simply set up an initial meeting, there’s one fundamental obstacle that you’ll come up against time and again: The status quo.
Never underestimate the power of the status quo. As a salesperson, it will always be your biggest competitor. Humans don’t like to change—even if we’re unhappy!
People will make any excuse to maintain the status quo and avoid change. From a prospect, these excuses look like these:
I’m a big believer in goal setting (like an Olympic Gold Medalist believer). Whether it’s in your personal life or your sales career, you need a goal to measure your success against and keep you motivated.
Every sales professional needs to set (and revise) business goals. Even if someone else in your organization is setting revenue goals for your team, you need to do your own personal goal setting—to make sure you’re working toward where you want to be. It’s critical to your business success.
Salespeople and business leaders face challenges, setbacks, and disappointments every week. If you’re in business, it happens! Sometimes it’s hard to stay positive.
Unfortunately, a negative attitude can destroy your motivation. Over time, it hurts your business, your career, and your personal life. Maintaining a positive attitude is often the biggest hurdle a salesperson must overcome.
Quite regularly I’m told, “Dew, I just don’t have enough leads!” As a salesperson, it’s hard not to panic when your sales funnel is drying up and fewer and fewer proposals are going out. You need to grow your prospect list and get more leads to call on—but it seems impossible.
Stop right there! There are ALWAYS enough leads!
Unfortunately, sales professionals often fall into a scarcity mindset and miss out on abundance. Feeling like you’ve “tapped your market” is a perfect example of scarcity thinking.
Keeping your prospect list full is crucial for your sales funnel and can drive an abundance mentality through your entire sales process.
Regret can make your life miserable. It can even force you to leave a career you once loved. After coaching and consulting hundreds of sales professionals and business owners, I’ve met plenty of successful people who wish they could do a few things differently.
Across this diverse group of people, these four regrets have come up over and over again: