“Good salespeople are problem solvers.” Or, so the illusion goes. That belief ranks high on my all-time list of the beliefs that most limit a salesperson’s performance. This one is especially insidious because it is so commonly held, without reservation, by such a large percentage of sales managers and salespeople. And it sounds so reasonable.
The world is full of sales managers who gravely proclaim that good salespeople are good problem solvers. Salespeople who use that belief to give direction to their jobs are to be found in every sales force.
The problem with this self-limiting belief, as in many such ideas, is that there is a grain of truth in it. Yes, good salespeople are good problem solvers. However, they are
so much more than just problem solvers. And, when a salesperson or manager focuses on just that small piece of a salesperson’s job, it eclipses all the other more pertinent ideas and limits the salesperson’s effectiveness.
It’s just human nature to live up to the visions we carry about ourselves. We allow our beliefs to dictate our actions. And when our beliefs are out of touch with reality, our
actions are not nearly as effective as they could be. We see what we look for and we don’t see nearly as much of what we don’t look for.
Salespeople, then, who see themselves as “good problem solvers” naturally look .... CLICK HERE TO READ FULL
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