SalesScore

When you negotiate with yourself on any issues, which involve the sales process, you are creating your own roadblocks, stalls and objections. That’s right. You’re preventing yourself from making a sale. Your prospects aren’t doing it. You are.

Here’s some of the conversation you may have with yourself which indicates you are carrying this baggage:

• “They surely won’t pay our price.”
• “I must call on certain people in the organization and never call on others.”
• “I can’t make calls on Friday afternoon.”
• “I can’t schedule sales appointments for Monday morning.”
• “We’re not competitive.”
• “I can’t get to the decision-makers.”
• “I can’t make a sale without making a top-notch presentation.”
• “They’re going to need time to think it over in order to make a decision.”
• “They’ll never share their budget with me.”
• “I can’t get past the gatekeepers.”
• “They have no reason to be lying to me.”
• “Even if I don’t win this deal, if I’m a nice guy, I stand a chance of doing business in the future.”

Undoubtedly in sales, your prospects will create stalls and objections, which are real.  Begin to eliminate the stalls and objections, which you are creating for yourself.  Start by taking some time to reflect on all the different ways you may be negotiating with yourself.