Sales Success Obstacle #3: Focusing on Yourself Rather Than Your Prospective Customer

focus on othersOur countdown of the top obstacles to success in sales has already included four obstacles. Today’s post will focus on the third obstacle in sales success: “Focusing on Yourself Rather Than Your Prospective Customer.”

It's Not About You

It is very important that you focus on the other person in the selling conversation. Your attention and your energy must be directed to understanding them and serving them. You must be tuned in to them before and during the contact. Remind yourself, “This contact is not about me. It is about the prospective customer, about their wants and needs.” There is a Hebrew Proverb that says, “The purposes of a man’s heart are deep waters, but a man of understanding draws them out.” If possible, I want to understand my prospect better than he understands himself. I do not want to be preoccupied with my fear, my discomfort, or my ideas. I want to be totally present for my prospect in that moment of contact. Bottom line: Learn to keep your internal focus completely on them!

Our Countdown So Far

Now that we’ve learned about obstacle #3, let’s review our countdown so far: Obstacle #7 was “Failing to Continuously Improve.” We learned that successful sales professionals are always learning and improving their skills and their mindset. We also discussed that learning and improving both require attention and intentional development. Obstacle #6 was “Inability to Close the Sale.” We discussed the importance of a good selling conversation, which takes into account your buyers’ emotions and buying signals and your closing question. Obstacle #5 was “Not Keeping Your Promises.” We learned that your clients’ perception of your reliability affects your ability to make sales. Obstacle #4 was “Failure to Listen During the Selling Conversation.” We learned that one of your most important tools is quality questions. When you ask quality questions then listen and observe to your prospects’ response, you have an edge in sales.

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