Making a single sales transaction successful is not synonymous with knowing how to deal with every sales circumstance. Then again, first time experience as a salesman usually intimidates until one successful activity takes place. The truth is, the diversity in the personality of prospects makes every transaction to be unique. So the question is, what is the cause of negative thinking in sales?
What is a negative thinking in sales?
Anticipating negative responses from prospects is actually called a negative thinking in sales.
Furthermore, negative thinking in sales is a silent persuasion and easy to corrupt salesmen’s thoughts. Then making a slight mistake to allow this pattern to dominate the thoughts, next it will go further and awaken a negative energy within.
Source of negative energy
Initially, negative energy is influenced by personal moods which in most cases is short term. In reality, entertaining a negative mindset will actually drain the energy you need to sell. Some negative moods are a result of the following factors:
- Lack of confidence to sell: A typical average salesperson is constantly asking questions like “how are they convincing customers to buy in bulk?” And they feel comfortable watching how other peers are nailing sales with excess.
- Low self-esteem
- Negative view over own products and the current target market due to early prejudice
Causes of negative mindset
Usually, fear arises from a lack of experience while one is in the course of performing a new duty. Fear has the power to tell you not to act just because you are afraid of hearing a negative response. Some prospects may look intimidating as you watch from a distance, whereas when approaching them they are soft and sweet to interact. Additionally, fear is an evident barrier preventing sales from making their first move to prospects in direct sales and other related circumstances.
Check out how neging can influence a salesman who is about to enter in action with such convincing and powerful words, “This person looks upper class, and I don’t think I can handle him or her.”
Doubt is evidence of total absence of self-confidence within a salesperson, and usually arises skepticism. Doubt will cause you to start judging prospects based on their appearance instead of assessing their eligibility to qualify. While it’s not easy to judge potential customers from external influences, clearly, the principle of sales says never to prejudge prospects. The question is, why are you passing judgment coming from your own feelings before even speaking to the targeted buyers? In marketing, the purchasing power is not influenced by outward look, but it seems like non salespersons believe it to be true.
3. Low self-esteem
Low self-esteem affects the mentality of salesmen by making them believe that they are incapable of confronting difficult potential buyers. Any salesperson whose performance is not up to standard will feel degradation in comparison with high sales performers. So automatically a line of separation is drawn in the mind showing high rollers on one side and on the other side under performers. The presence of low self-esteem drags along the lack of self-confidence. Thus, the lack of confidence is a complete mental disqualification from being among those who perform well in the team.
4. Lack of motivation
One of the factors that make sellers dislike their carriers is working hard to earn peanuts. As we speak, there are salespeople who work long hours and only earn commissions with no base pay. It is true that a person can take the job due to the lack of options, but to be honest the morale in general will be low. However, will this person be as productive as they need to be? Therefore, from my point of view, I don’t see why the person should have a positive mindset especially for beginners.
How to identify negative mindset
Lack of the following; confidence, courage, self-determination, persuasion, curiosity, empathy and others are hidden patterns and rarely seen when attention is not paid. So, for a salesperson to find out that something is missing inside oneself, it is simply by realizing that the results are lower than the others.
How to change the mindset
The motivation to sell does not come from a product’s strength to convert, but from a salesperson’s abilities to complete any sales transaction. The intensity of competition in a market should also not be a subject of discouragement, but a motivation to develop new strategies to defuse threats of competition. Personal attributes involve factors like how you respond as a person to given situations. The reference goes directly to innate behaviors (strength and weakness) conditioned to suit various situations and circumstances as a condition for success.
Therefore, as long as there are no considerable efforts to bring about improvement, the subject will stay stagnant in this state of mind. Again, if the mindset remains static, then change in terms of performance will remain static too.
Recommended book to read: The Psychology of Sales Call Reluctance: Earning What You’re Worth in Sales