There is a word that if you can get your sales team to stop using it, their performance will skyrocket! Listen to this episode of the Sales Management Minute to learn the word that sabotages their performance.
When a waiter puts a hot plate in front of us, why is it that we have this uncontrollable urge to touch it? We’ve been told that it is sizzling, but we can’t resist the urge to get our hands on it. The human mind has a speech filter which removes the word not. Your brain never hears it! It processes… Do it!
When race car drivers are in training, their instructors never let them look at the wall because rather than process, “do not hit the wall,” their minds instruct them to do it.
In the sales world, we have this issue too. For example, when salespeople try to get themselves fired up for a negotiation, they might be thinking something like, “I’m not going to drop my price. I’m not going to drop my price. I’m not going to drop my price” Guess what? They are about to drop their price. That’s what their mind has instructed them to do.
When you are coaching your salespeople, ask them to think in terms of what they should do rather than what they should not do. And, they won’t be tempted to touch the hot plate again!
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.