So many salespeople we work with believe that prospects have to like (approve of) them in order to get their business. The problem of course is that they will do things that cause them have a sales process that does not produce consistent results. Answer these three questions to see if you might have a Need for Approval.
1. Do you find yourself reluctant to close a prospect who is giving you the "think it over" response and has been leading you on?
2. Do you become uncomfortable when you need to ask a tough question?
3. Does your fear of rejection keep you from going for the no?
Dave Kurlan, founder and CEO of Objective Management Group identifies these symptoms as "need for approval" and it is a serious weaknesses. Dave says, "You can begin by changing the record that says you "need prospects to like you" to one that says you'll get their respect." It doesn't matter what your prospects think about you or what they say about you. What really matters is that you find a way to solve their problem and get them to do business with you"
Change your tune, and as the song says R-E-S-P-E-C-T, find out what it means to me.
