How Leaders Sabotage the Sale Process Sales leaders sometimes make mistakes that compromise deals, so understanding how leaders sabotage the sale process can help us avoid the same mistake. Erin Pheil is the founder of Mind Fix Group, a company that specializes in helping entrepreneurs, high-achievers, and high-performers eliminate their biggest mental roadblocks that hold them back and keep them from achieving what they're capable of. Head trash Some sales leaders have very specific definitions of what a sales leader is. For Erin, anybody who is in charge of guiding the people in making the right decisions and who is doing sales for a company is considered a sales leader. Many sellers read books and work with experts to improve their skills in sales. They keep learning, and then they show up on calls. They often show up to these calls prepared, but also with head trash. They’re showing bits and pieces of their old mental programming and outdated beliefs that aren’t helpful in closing deals. They go to the calls and they try to combine new knowledge and strategies that their coaches have taught them with their old beliefs. When things go wrong, they don’t blame themselves. They blame the technique and the process, or even the people they hired. They don’t look at their head trash and suspect that they might be the ones sabotaging the process. Blaming the process, techniques, and tactics instead of examining how they’re screwing things up sabotages the sales process. Accepting blame It takes courage to accept blame because it’s human nature to blame somebody else. It takes courage to stop, pause, and hold a mirror to yourself and ask how you’re contributing to the challenges that you’re experiencing. It’s much easier to project outward and place the blame. Head trash commonly appears as the need for approval or the need to be liked. Sellers will show up to a sales call and, instead of focusing on guiding the prospect towards the right decision, they operate from an underlying need to be liked. This goes beyond having a bond and rapport. It's more of wanting to be approved. A person with that need often sabotages calls just to be liked. They get nervous, they make concessions, and they apologize, which shifts the whole frame of conversation. Being liked becomes the more important outcome. Self-doubt Self-doubt can undermine your authenticity and sabotage your sales process because it causes you to question your own effectiveness. Trust your skills and abilities. #SalesSabotage Money block and old programming from a salesperson's childhood also have a negative impact on sales calls. For example, a client raised to believe that she isn’t supposed to talk about money in the household where degree and certificates are the next big things had a huge block in her sales process. Since this particular client had no degree, she ended up questioning her ability and wouldn’t bring up the pricing until the last minute, or until the prospect asked for the price. This client had old head trash on the concept of pricing and money so that often the price in her head was different from the price that came out of her mouth. Even with constant reminders here and there, she just couldn’t do it. It just wouldn't come out of her mouth the right way. This is what head trash is. You show up with a plan and all the right information, but your old pieces of programming, beliefs, and thoughts sabotage and compromise your ability to make a productive call. Figure your patterns The first thing to do is to figure your patterns. Knowing your patterns brings awareness to your calls. You must...

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.

Transcript

Related