“I would never die for my beliefs because I might be wrong.”
Bertrand Russell
As you would imagine, transforming one’s beliefs and values is often the biggest sticking point for most people when it comes to removing programmed negative attitudes towards salespeople and selling.
You can describe your attitude as a like or dislike of something—it is a judgement. These can be positive, negative, or ambivalent. Your attitudes arise from your inner framework of values and beliefs. These will have developed over time and have been influenced by the world around you. When you understand how your negative attitudes towards sales and cold-calling affects your commitment to building your business; and discover the tools to change those attitudes; , you are on your way to making the selling process a more positive and beneficial experience.
I’m sure every one of us has a negative story about an overseas call centre. At one time or another, someone would have tried to sell you something you don’t want or need over the phone. If you are like me, you may be left wondering why they kept pushing you to buy something you have no use for. Have you ever tried to get them to listen to you? They have a spiel and don’t hear a word you, the customer, is saying.
No wonder we have negative attitudes when it comes to selling with such experiences. Although a foreign call centre may appear to be an extreme example as to why we have particular opinions regarding salespeople, it is very relevant as to which individual beliefs are holding you back from confidently meeting with prospective clients and asking for business.
I was contemplating this exact concept while watching the movie The Exotic Marigold Hotel. Apart from it being a well-written, thought-provoking movie set in the exquisite city of Jaipur in India, there was a rich storyline that dealt with individuals’ responses to their environment. ; In in this case a group of elderly travellers’ reactions to a challenging situation in a strange city and how that dictated their experience. I especially enjoyed the scene where call centre staff received training from actress Judi Dench’s elderly character. Her character, Evelyn Greenslade, became extremely frustrated with the rote learned responses she received from the telephone ‘support’ department while in England. When Evelyn had the opportunity to visit their head office in Jaipur, she decided she would offer advice on how they could service their customers better. I couldn’t help but laugh as Evelyn instructed them in listening skills to solve a problem rather than their usual approach of trying to sell something. Here she was, an elderly lady in a foreign country, challenging their attitudes and behaviours and all they had been taught regarding selling. It’s a topic close to my heart, obviously!
It is a fact that your attitudes are the creation of your internal beliefs and value systems. Thankfully your attitudes can be changed through feedback and behaviour management, which can also change your values and beliefs and vice versa. If selling tests your values, then there is a good chance you have a negative attitude towards that and possibly even salespeople, which could be holding you back from business success.
For further information on authentic selling techniques shop and purchase ‘Good Girls do Sell – The Modern Business Woman’s Guide to Authentic Selling’
