363 Self-Belief In Sales

<p>Imposter syndrome is a fact of this sale’s life.  If we try to avoid that and strive for safety by staying in our lane and just repeat the same actions, we will probably master what we need to do to complete the job.  The problem is organisations keep moving the goalposts <span lang="EN-AU" xml:lang="EN-AU">e</span>very year and they want higher revenue productivity.  The market also moves on us too and we cannot control that.  The definition of insanity is to keep doing the same things over and over again, in the same way, but expect<span lang="EN-AU" xml:lang= "EN-AU">ing</span> an improved result.  When things don’t go as well as we need, we feel like imposters.  Maybe that previous good result, that big deal was just a flu<span lang= "EN-AU" xml:lang="EN-AU">k</span>e, a bit of luck, rather than ability.</p> <p>Having clients tell you they have gone with another provider really hurts.  Getting them to tell you why is difficult.  They don’t want to get into an argument, so they try and ghost you and give you no answer.  When you persist with your follow-up, they send you some bromide message that doesn’t tell you anything.  If you try to ferret out what they paid to your competitor, they just ignore you. </p> <p>Losing deals sparks self-doubt.  Am I not good enough?  Are we way out of line with the market on our pricing?  What if this snowballs or continues for lengthy periods?  Where did I go wrong?  Where was the breakdown point in my explanation of the benefits? What do I need to change? What information did I fail to supply to my champion with, to get a “yes” answer pushed through the organisation decision-making machine?  Salespeople are always under pressure to perform, so none of this is helping our mental outlook.  It is such a fragile self-belief system in sales, so it is so easy to spiral downwards into oblivion and ultimately, ejection from the company and possibly from the profession of sales itself.</p> <p>What do we need to do?  Pricing is always the elephant in the room for salespeople. “If w