Productivity Corner

“I Want to Be Liked!”

We all have a social need to be liked, but is it necessarily what you should strive for as a business development professional? It’s a trick question – because if we are liked – that’s a good thing, as long as being a good guy doesn’t mean wimping out.

It’s a fact, some people would rather be liked than make the sale. Some people are afraid that if they ask the tough questions, disqualify a prospect or plant their feet on price, then they won’t be liked. On the other hand, professional sales people do this every day. Does that mean they aren’t liked? Maybe, but I’m betting they are given a greater attribute than being liked. They are respected.

When we analyze sales people’s weaknesses, we discover one of the biggest is ‘Need for Approval’. When sales people have a high need for approval, they can’t close effectively. Their need to be liked is stronger than the need to close. They feel confrontational when there is a difference between themselves and their prospect. They take things personally. They are likely to accept stalls, put offs, excuses and “think-it-overs.” In other words, they are allergic to “NO”.

When sales people overcome their need for approval, they can increase sales by as much as 35%.

Sales is a tough business. The rejection factor is high. Where else does the job description include getting rejected 10 to 20 times a day?

Sales people need to develop their ‘gut’ system, gain self-confidence and self-respect so that they are able to strive for the greatest attribute in this profession. That is the respect of their customers who buy and also the respect of the prospects who didn’t qualify to be customers.

Rusty Fox

813-751-9992                   

rfox@sandler.com     

www.rfox.sandler.com

Does your company have sales people who won’t prospect, have call reluctance, don’t get in front of enough decision makers, or do too much unpaid consulting? If so, we should have a conversation.  I may be able to help.