Success: is it dangerous?

Contributed - Mar 4, 2013 / 5:00 am | Story: 88172

One of the most dangerous parts of the selling process is just after successfully closing a large order for a major account or after a record month of successful sales. David Sandler used to recall a story about Wally Weakcloser. After one of those incredible months when Wally closed ten for ten, he sat on the side of his bed with a sock in his hand saying, "I'm good, but I'm not that good." Wally then goes out and the next month is very bad. In fact, he only closes one or two small sales. At the end of the month he finds himself on the edge of his bed again changing into his pyjamas saying, "Well, I know I am bad, but I am not that bad!" And the next month he goes out and gets back to his normal pattern.

What is going on here? Wally's picture of himself is what is driving his sales behaviours. He didn't think he was good enough to be a 10 for 10 sales person. He saw himself as far less capable. His attitude about himself and his capabilities got in the way of a regular pattern of success. Does that ever happen to you? Do you agree that you are making right now exactly what you think you are worth? Would you agree that what is limiting you is not the prospect, not the quality of the leads, not the marketplace, not your product or service, but your own belief about who you are and what you are capable of? Maybe you don't agree.

What happens if, after all the hoopla about new leads, all the announcements about the improvement in the marketplace and the economy, and all the investment in improving your product or service....what if you are still not earning what you want? What then?

So the real question beyond all these excuses for lack of sales is:

How do you move beyond your comfort zone?

John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected] or toll free at 1-866-645-2047

This article is written by or on behalf of an outsourced columnist and does not necessarily reflect the views of Castanet.

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About the Author

John Glennon is an authorized licensee of Sandler TrainingSM in the Interior of British Columbia.

John is an accomplished sales person and manager with over 17 years sales and sales management experience. Beginning in sales in 1990 as a sales representative, he progressed to territory manager, sales manager, division manager and national sales and marketing manager roles throughout his career.

In 1997, John became a student of the Sandler Selling System. This introduction changed his sales career and over time propelled John and his career to new heights.

Successful in accelerating growth through strategic leadership, John knows firsthand the value of a sales training approach that follows a learning philosophy of ongoing reinforcement. He is experienced in driving the behaviours, attitudes and techniques required of an effective sales team.

Sandler Training is offered on a regular basis from their Kelowna, BC training center and through innovative distance learning programs to the rest of the BC Interior.

www.glennon.sandler.com

[email protected]
1-866-645-2047

The views expressed are strictly those of the author and not necessarily those of Castanet. Castanet does not warrant the contents.

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