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The short answer is the Depletion in Self Esteem. Self Esteem is a Major Component of Attitude! Sales Professionals tell us at Peak Performance that they are rejection proof, or that rejection does not bother them. The fact of the matter is that we as human beings are not rejection proof at all. As a human being we are all Emotionally Responsive.
Negative Sales Stimuli and how Sales People React: Emotionally Responsive means that we respond emotionally, or react to stimuli, and in this case the sales stimulus are lies, obstacles, excuses and the many reasons for we hear for not buying that ultimately cause the feeling of rejection. Eventually this rejection begins to deplete their self esteem. This depletion in turn creates a downward spiral.
The Downward Spiral: The Financial Impact to the Business Owner.
Once Self Esteem begins to deplete, an individual’s Level of Expectation begins to erode. For example, Sales people begin a new position with an attitude of “I’m going to move a mountain” followed by “I hope I can just meet quota”. When the level of expectation depletes inevitably this breaks down their level of performance. For example, they stop making calls, they stop challenging excuses, they stop getting as many appointments and they START.. to go to work for the buyer! This is evident when they begin selling you the excuses they bought from the buyer. “Boss, they have no time or they have no money!” This isn’t the problem. The problem is that you bought into their own Customer Empathy!.
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