I like competitive salespeople. I want them to be upset when they lose a sale. I’m perfectly okay it they are a little angry about it. In fact, I’m fine if they are just plain mad.
So long as they are mad at themselves and NOT their customer.
Professional salespeople know that when a sale is lost it is never the customer’s fault. The customer has zero responsibility to buy from a salesperson. No matter how much time and energy that salesperson might have invested in earning the sale.
It is not the customer’s fault that the salesperson failed to influence them to the degree that they would feel comfortable making a purchase from the salesperson.
It is NEVER the customer’s fault. Never!
Thinking that it is simply provides cover for unprepared, unprofessional, and undeserving salespeople.
Even if something happened that is completely out of the salesperson’s control professional salespeople accept responsibility.
Professional salespeople have chosen to accept the challenges of selling and EVERYTHING that comes with it. There may be some responsibility to spread around for a lost sale but that responsibility must never extend to the customer.
There is no doubt that some customers are more challenging than others. Some customers are misinformed and some might have unreasonable expectations. But real selling is about overcoming those challenges and helping a customer to see how your product or service will help them achieve their goals.
So, are you a mad salesperson? I hope so. I also hope the person you’re mad at is the one who stares back at you from the mirror every morning. If that is who you’re mad at then there is a chance that you know your success is up to you. It’s a sign you know that to have better results you’ll have to be better yourself. You’ll have to work harder. You’ll have to earn your success.
If you’re mad at anyone else then your success will surely be limited. Do not limit your success by blaming anything on anyone else.
Now, go earn your success!
4 thoughts on “Are You a Mad Salesperson?”
Fantastic points, Steve! I will share this with my sales team!
Agree with your astute observations. Thank you. If I may add…. a good sales person should know right before the final buying decision is made “what are his/her red flags in the buying organization that will prevent the sales person from winning?” and “what are his/her strengths in the buying organization that will support the sales person in winning?”…….If the sales person does not know the answers to these critical questions shame on his/hers sales manager,
Sales managers are responsible for “how” their sales people sell!….in addition to the (“what”) sales results they produce.
Great point Joe, if you’re shocked but a No, or a yes for that matter, then you’ve missed many of the indicators that professional salespeople just don’t miss.