As much as we have these negative ideas around all these stereotypes and references, they still sell. And we still give them the power to do so. Why Do We Buy from Bad Salespeople?

People are victims of circumstances and conditioning. I don’t want to take away any personal responsibility from the bad salespeople. But I want you to recognize how the fear and scarcity in the world affects everyone. It could make anyone take decisions that will not serve the greater good.

What’s Your Story? Looking at the ratings you set above for each statement, think of a story you tell yourself that made you rate it as such. Each of these ratings were chosen because of personal experiences or stories from other people. Telling the story here will help you bring into the open the limitations that exist in your sales potential.

“We aim to make X easier.” Make sure this impact is crystal clear. How does dealing with you make whatever challenge that lies ahead easier for the buyer? Amazon makes it easier to buy online. Tesla is making it easier to own an electric car. Microsoft makes it easier for every household to have a PC. What is your easy statement?

This is a problem in the clarity of selling: How much is your product worth to the buyer? Is the value greater than what you ask for in return?

a business-to-business (B2B) setting, you would zero in on: What costs can you save them? What risks can you lower? What activities can you make happen more quickly? What processes can you make easier? What opportunities can you help them capture?

Action Steps 1. Self-Assessment Let’s ask a series of power questions to get a little more awareness around your relationship with sales and salespeople. Rate the following questions from 1 to 10, with 1 indicating you strongly disagree and 10 that you strongly agree (5 is neutral). Salespeople are looking to help me make the best decision in a buy

The buyer doesn’t care about your costs. They care about getting a good deal on something that solves their problems.

That salesperson probably doesn’t remember you. They won’t know the pain they caused. Only you hold on to that. It’s time to let it go. You will never know what was happening in their lives that made them do this to you. They could be evil, but most likely, they didn’t know better. They had their own priorities and thought that this was the only wa