MJ Sales Solutions

Young, self-assured, but intimidated by the big guys

 “Giving people self-confidence is by far the most important thing that I can do. Because then they will act.”

Jack Welch

Actually Jason’s challenge is not limited to young salespeople. Being intimidated by authority figures is a common issue for many salespeople. In fact the three biggest fears many salespeople have are fear of rejection, money and authority. Let’s take them one at  a time.

Fear of rejection is a big one among salespeople and carries the message: “I am no good.” Its symptoms are: fear of cold calling, not asking probing questions for fear of making the client upset and providing lots of “free consulting” (presentations, demos, samples, etc). The end results are poor and erratic sales, selling what is easy, little cross selling and low margins.

Fear of money usually comes from the attitudes our parents and other significant figures from our childhood had about money: “Money doesn’t grow on trees’, “it is impolite to discuss money”, “a penny saved is a penny earned” and so on. While we may not consciously believe them, nonetheless they are working at the subconscious level. Symptoms include failing to get (or even discuss) budget with the client, selling on price and low margin business.

Last of all, Jason’s challenge; fear of authority. This fear again comes from old childhood tapes and is can be particularly insidious. Typical tapes include: “Don’t talk back”, “Mind your elders”, “Speak when spoken to”, and so on. These tapes limit the salesperson’s ability to establish peer to peer relationships with the customer’s upper management. Symptoms include: few relationships with the client’s upper management and lack of long term strategic partnerships.

The iAM™ course employs our proprietary technology to help the salesperson to recognize and update these old tapes with empowering ones. The result is confidence and the ability to establish true strategic partnership relations at all levels within the customer’s organization.

Click here for more information on iAM™

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“Who has confidence in himself will gain the confidence

of others.”

Leib Lazarow