{"id":3122,"date":"2016-04-22T10:52:00","date_gmt":"2016-04-22T15:52:00","guid":{"rendered":"http:\/\/selectmetrix.com\/?p=3122"},"modified":"2019-05-17T09:42:00","modified_gmt":"2019-05-17T14:42:00","slug":"the-most-dangerous-sales-weakness","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2016\/04\/the-most-dangerous-sales-weakness\/","title":{"rendered":"The Most Dangerous Sales Weakness"},"content":{"rendered":"<div class=\"boldgrid-section\">\n<div class=\"container\">\n<div class=\"row\">\n<div class=\"col-md-12 col-xs-12 col-sm-12\">\n<p>Sales is a difficult role, I would argue the most difficult role, in any company.&nbsp; The skill set and mind set required to be successful is rare in the general population.&nbsp; Yet, strong salespeople are out there and hopefully on your team.<\/p>\n<p class=\"\">However, most teams that we assess have a salesperson (or more) who is not performing up to expectations.&nbsp; This salesperson seems to have the tools, but something is holding him or her back.&nbsp; The concern I always have, in this situation, is that they possess the most dangerous sales weakness.<\/p>\n<p><a href=\"http:\/\/selectmetrix.com\/2006\/09\/sales-aptitudes-series-handling-rejection\/\" target=\"_blank\" rel=\"noopener noreferrer\">Fear of rejection.<\/a><\/p>\n<p>For sales, this is the big one.&nbsp; This weakness can single-handedly neutralize any strengths the salesperson possesses.&nbsp; The powerful issues with this weakness is that it can stop the salesperson before they even start.&nbsp; Their fear of getting a \u201cno\u201d will paralyze them in difficult situations.<\/p>\n<p>The key is simple, yet utterly difficult to overcome.&nbsp; The salesperson must learn to separate their value from their performance.&nbsp; Imagine an actor playing a role in a movie, the actor\u2019s portraying someone else (i.e. a performance).&nbsp; Sales requires a similar mindset \u2013 it is a performance that does not tie directly to their value.<\/p>\n<p class=\"\">I know, we want genuine salespeople, not fakes.&nbsp; The separation of role vs. identity can be achieved while still maintaining an authenticity to the sales role.<\/p>\n<p class=\"\">The best advice I can provide \u2013 assess for this ability before you hire them.<\/p>\n<\/div>\n<\/div>\n<p class=\"\" style=\"text-align: center;\"><span style=\"color: #ffffff;\"><strong><a class=\"btn btn-pill btn-color-5 btn-glow\" style=\"color: #ffffff;\" href=\"http:\/\/selectmetrix.com\/assessing\/\">Learn About Assessing<\/a><\/strong><\/span><\/p>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Sales is a difficult role, I would argue the most difficult role, in any company.&nbsp; The skill set and mind set required to be successful is rare in the general population.&nbsp; Yet, strong salespeople are out there and hopefully on your team. However, most teams that we assess have a salesperson (or more) who is not performing up to expectations.&nbsp; This salesperson seems to have the tools, but something is holding him or her back.&nbsp; The concern I always have, in this situation, is that they possess the most dangerous sales weakness. Fear of rejection. For sales, this is the big one.&nbsp; This weakness can single-handedly neutralize any strengths the&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2016\/04\/the-most-dangerous-sales-weakness\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":47390,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"index","bgseo_robots_follow":"follow","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[21,6,16,3],"tags":[1174,961,38],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/04\/Shark-Fin.png?fit=560%2C315","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-Om","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3122"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=3122"}],"version-history":[{"count":4,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3122\/revisions"}],"predecessor-version":[{"id":47391,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3122\/revisions\/47391"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media\/47390"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=3122"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=3122"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=3122"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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