Sometimes salespeople struggle with prospecting and self-promoting because they are experiencing discomfort because they are selling a product that they know is not adequate or they know that customer service is terrible or they know that they are not being completely truthful to the prospect, etc. Recently a salesperson admitted that she doesn’t prospect consistently because she knows that her company is not adequately following through on their commitments once her product is sold.
If this is happening this is called: Cognitive dissonance, a rather fancy way of saying someone is experiencing discomfort because their basic values are in conflict with their actions.
This conflict makes salespeople psychologically uncomfortable and their confidence will suffer.
How might you be selling, prospecting and or self-promoting that is in opposition to your core values or beliefs?
Connie Kadansky, helping salespeople get their ask in gear and also get in alignment with the value their product or service provides in the market place.