Overcoming the Blockage to Selling: A Mindset Shift for Business Owners
Many owner-managed businesses struggle with sales due to a lack of training and experience. In fact, some business owners have a strong aversion to sales, which can hinder their company’s growth and success. According to research, this aversion is often rooted in cultural stereotypes and misconceptions about the sales profession.
The Cultural Stereotype of Sales
A survey by Adzuna found that almost half of people in the UK do not trust salespeople, ranking them alongside politicians and journalists as the least trusted professions. Similarly, a HubSpot Research survey revealed that only 3% of respondents would trust a salesperson, compared to 49% who would trust a doctor. Gallup Polls in the USA also found that only 7% of people trust salespeople, ranking them below members of Congress.
These negative perceptions are not limited to the UK or USA. A survey by Development Dimensions International (DDI) found that buyers in six countries, including the UK, Australia, France, and Germany, view sales as a “necessary evil.” The stereotype of the pushy salesperson is still prevalent, with only 42% of UK buyers considering their sales contacts as business partners.
Effective Selling as a Mindset Shift
At CMC Business Advisers, we believe that selling is a mindset. To overcome the blockage to selling, business owners need to shift their approach from a transactional to a relational one. This means focusing on building trust and providing value to customers, rather than just pushing products or services. By adopting a true account management approach, business owners can build strong relationships with their customers and drive long-term growth.
From Selling to Helping
So, how can business owners make this mindset shift? The first step is to dispel the myths and stereotypes surrounding sales. Instead of viewing sales as a necessary evil, business owners should see it as an opportunity to help and provide value to their customers. By focusing on the customer’s needs and pain points, business owners can build trust and establish themselves as trusted advisors.
This approach is not just about making a sale; it’s about making a customer. By understanding the customer’s annual budget cycle and planning stage, business owners can provide timely and relevant solutions that meet their needs. It’s also essential to map out the organization chart and build relationships with key decision-makers.
Using Sales Pipelines and Processes
Another key tool for business owners is the sales pipeline. By systematically listing suspects, prospects, proposals, wins, and losses, business owners can track their sales progress and identify areas for improvement. This approach helps to build confidence and provides a clear understanding of the sales process.
At CMC Business Advisers, we help our clients overcome the blockage to selling by providing them with the right tools, processes, and mindset. By shifting from a sales-oriented to a customer-centric approach, business owners can drive growth and success. If you’re struggling with the sales blockage, contact us on 01844 319286 or complete the contact form below to learn more.
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