Did you know that people are naturally defensive and have their guard up?

So many times, the response of a prospect has nothing to do with you. Your prospects are going to put up curtain walls because it’s their natural response. We live in a world and society that has conditioned us that people are out to hurt us, take advantage of us and rip us off.

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We’ve seen reality TV shows that show people getting ripped off. We’ve cringed while watching the shows where people are rejected and defeated. And we’ve watched the movies of hardcore sales floors on Wall Street and how those sales guys treated their reps, so naturally, we have a defense to buying.

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For example, I’m sure you’ve purchased a car before. Do you remember the guard you had as you walked onto that lot? What about a mattress or piece of furniture? Do you remember the defense and guard you had as soon as that rep came up to you and asked you if they could help you with anything?

Do you remember the guard you had as you walked onto that lot? What about a mattress or piece of furniture? Do you remember the defense and guard you had as soon as that rep came up to you and asked you if they could help you with anything?

What about a mattress or piece of furniture? Do you remember the defense and guard you had as soon as that rep came up to you and asked you if they could help you with anything?

Do you remember the defense and guard you had as soon as that rep came up to you and asked you if they could help you with anything?

How to be a better sales rep, so you can increase your income, if you’re in sales. 

Understand these cases (in which I feel many sales people feel are rejection) have nothing to do with you. It’s other people’s past conditioning and their natural responses to sales situations.

What if you are now more aware of this and remember to treat all potential buyers with a different amount of respect? You start seeing how people can be moved from can’t buy to buy.

When a prospect approaches or inquiries about your products, services or opportunity, they will have a fear of buying before they ever communicate with you once.

The customer has fear because they know they have a harder time making decisions than they do paying for something. It’s easier for someone to pay than it is to decide.

They fear to pay too much and being ripped off.

We live in a world that is controlled by the media and which has done nothing but talk about scams and people being ripped off, so naturally, people will always have their guard up. What this is really about is people not wanting to feel like a fool later or worrying about what others will think of them if they make a bad decision.

There’s a financial insecurity that they can’t afford it.

How many times have you sold someone something that they told you they couldn’t afford what it is you’re offering? My guess is if you’ve been in sales for any amount of time, you’ve had this happen. My dad is someone that can afford to buy, but he’ll be the first to convince you he can’t buy it.

They don’t want pressure, or they fear being pressured.

This is why you can simply dismantle this fear by saying, “I’m here to give you service and help you make an Intel decision. You don’t have to decide today, and you don’t have to buy today. I’m simply going to serve you.”

Lastly is people’s fear that it’s going to take too long. I’m personally an impatient person. Anything that takes longer than ten minutes, then I am getting agitated. We live in a world that is becoming more microwave than ever before. Your systems and processes to be able to move, adapt, and overcome will only become more important.

If you’re wanting to learn how to be a better sales rep, we’ve created a step by step guide on learning and understanding sales, so you can increase your income.

How to be a better sales rep | Brian Zimmerman - Denver, CO