10 Major Obstacles to Selling

One of the largest obstacles to selling is that the salesperson is not living congruently with their cognitions. I have noticed many attributes that contribute to a successful salesperson. I will outline good attributes to have and common areas that will cause you to lose the deal.

Powerful closers do all the following:

-Accepts 100% responsibility for their results. They realize the importance of ownership.

-High levels of empathy and they really care about their customer

-Intensely goal-oriented. Frequently sets goals and works to achieve them.

-Above-average will power and determination to succeed

-Believe in themselves and in their company

-Always honest with themselves and with other people.

-Visualization – create a clear mental picture of the person you want to be and the goals you want to accomplish see yourself as confident and a good closer relaxed and see your prospects and how they will react and yourself enjoying all the rewards.

Beware of these common areas that will cause you to lose the deal.

1. Negative expectation or prejudging

Takes all enthusiasm out of the salesperson

Expectations

2. Lack of Sincerity

More concerned with earning commission

Concentrate on helping the customer

3. Different Wave Length

Analytical Vs emotional

Use tag-team sales.

4. You can never sell to someone you don’t like and vice versa

People skills

Learn to serve

5. Tell a prospect is wrong or arguing with them

Never argue with a prospect

A man convinced against his will is of the same opinion still

6. Discussing personal subjects

Politics

Religion

7. Knocking the Competition

Unprofessional

Lose credibility

8. Making promises you can’t keep

Engage in overselling

Never say something a product can’t do

9. Not building the dream

What are the benefits of your product

WIIFM

10. Don’t give up

Close 5 times

Persistence

Resolve to pay the price to succeed. Decide exactly what you want in life and determine the price you are going to have to pay to get it.