Do you know the difference between the games your mind plays and the truth? Even though humans are capable of rational thought and self-control, we can still be duped. Getting into routines may make you desensitized to reality and blind you to certain facts. When this happens, you’ve experienced a “Scotoma.”
When a potential buyer says he’s “just looking,” do you take that at the surface level and assume that means he wants to be left alone? Or do you dig deeper and consider that he may just need a sales pro to lead him and to prove that a sales professional can be a welcome addition to his buying process? Often, a “just looking” buyer is actually just a person who hasn’t gathered enough information or who hasn’t had urgency created for them.
There’s a scotoma-busting question you can ask yourself when this happens: Is my belief/assumption in this moment holding me back from making a sale or is it moving the sale forward?
If you back after the buyer says, “I’m just looking,” then something is holding you back and it’s part of the game you’ve allowed your mind to play. However, if when the buyer says this and you think “Okay, I am the expert here and it’s my job to provide solutions and lead this buyer to the information they’re searching for,” then you are moving the buyer and yourself forward.
Consider ways you can identify and overcome the scotomas in your mind and keep your mind sharpened to the realities of the situations you face.
Here’s to earning what you’re worth!
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. In 2013, he won a Gold Stevie Award for Sales Training Leader of the Year. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.
ABOUT FORREST PERFORMANCE GROUP
Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.