Challenge your belief

24th March 2011

I wrote a blog a few weeks ago about beliefs, and how they can have both a negative and a positive effect on your business.

I recently came across a business owner who has a very negative belief about salespeople, and the sales process in general. Without actually saying so, he clearly believes that selling to people is rather degrading, and he would rather that everyone simply bought what they want, because they need it, and because the service that any one company provides means they deserve to get the business – a sort of survival of the fittest.

However in reality things are not like that and the company with the best sales and marketing team are far more likely to be the “winners”. In fact that is very true of the company belonging to this business owner. He has an excellent business, with a great product, knowledgeable and bright staff, and a complete service to outshine all his competitors. Except he is not the market leader as you might expect, because they do very little pro-active marketing, and their sales process is almost non-existent.

So how do you change if your beliefs are strongly against change? In this case it is difficult, but rather like alcoholics, the first step is to acknowledge that you have an issue. Once you accept that your belief may well be holding you back and therefore may not be the best thing for you or your business, then you can start to improve things.

This particular business owner has now accepted that his sales techniques must grow and improve, and is starting to implement training and processes, to allow him to do this.

---

One response to “Challenge your belief”

1. Gareth Jones says:

   March 24, 2011 at 1:02 pm

   Doesn’t a good salesman just make it easy for you to buy what you want? Where’s the problem with that?