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As a veteran sales trainer, I've often wrestled with this question: Why is it that some salespeople do so much better in the long run than others of equal skill and competency?
I've identified a number of reasons for that. Probably the most powerful and pervasive reason has to do with their unique set of beliefs. I'm not talking about political or religious beliefs here; I'm referring to a more common-place set of beliefs that rule their jobs and their vision of themselves on the job.
Beliefs That Hinder
They entertain ideas and beliefs that seem comfortable and right to them, but in reality hinder their behavior and reduce their effectiveness. As long as they clutch that idea tightly, they will be hindered from growing, learning, and reaching their potential.
In this article, I'm going to uncover one of those beliefs: "Every communication with the customer must go through me."
It's a common mindset that hinders salespeople.
* The field salesperson wants every communication with the customer to go through him or her. In other words, instead of calling customer service with a problem, the customers are instructed to call the salesperson first.
* Instead of calling technical service for a repair issue, call the salesperson.
* Need a price? Don't call inside sales, call the salesperson.
It's easy to see why so many salespeople adhere to this idea. It makes them feel important - look at all the phone calls they receive. It puts them into more regular contact with the customer, hopefully providing an opportunity for enriching the relationship. And, since the salesperson is, in effect, providing some service to the customer, the salesperson believes that he is bringing value to the customer and that the customer...