Effectively dealing with Resistant Sales People Part 2

Effectively dealing with Resistant Sales People Part 2 By Peak Performance Training and Development

For Part 1 of this Tip Please visit http://peakperformancesalestraining.com/content/effectively-dealing-resi...

The Cause of Ultra Resistant Sales People:

Parochial Self-interest

This type of resistant sales person values acceptance and often must be the center of attention. When someone else is advising or suggesting a different course of action the spotlight is not focused on them. Change for them triggers a fear of failure or a fear of rejection. This person worries that the change may uncover their lack of skill or knowledge and cause them to be rejected as incompetent. They may be worried they will lose their job especially if there have been other indicators (past poor performance) that this is a possibility. They may also feel slighted that they were not chosen to be the leader or if they are not directly brought into the mix early if they value power. They are consumed by their needs and can not whole heartedly see the change as a positive step for the company or organization.

Solution: Communication, Incremental change, Support and Feedback

Little or no communication sets off the fear of the unknown and can make people feel out of control. If they are left with many questions and no answers, this can lead to panic and anxiety which can lead to revolt and insider back talking.

Business Owners: Are you facing Growth Obstacles, Stagnant Sales or an Inconsistent approach to Business Development?

How much of a role do you play in your own level of dissatisfaction?

Request our Complimentary CEO Sales Slide Show and Tool Kit

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Step 1: Stop telling and begin asking. When sales people are asked to identify what changes might be necessary to achieve an objective, often you will find that they might come up with the same or similar course of action you would have commanded initially. Now it’s their idea.

Step 2: Incremental change: Do not begin by lifting 500lbs. Begin the process by incrementally increase day to day activities and use each base hit as a motivator to increase to higher levels.

To read the balance of this Tip Please Visit http://peakperformancesalestraining.com/content/effectively-dealing-resistant-sales-people-part-2-peak-performance-training-and-development