Sometimes when the going gets tough instead of the tough get going what happens is the retreat sales mentality sets in. This way of thinking attacks the self-confidence, self starting ability and overall personal accountability on two fronts:
A pending sales lead suddenly changes course and leaves you wondering why should I continue? Retreating and seeking another sales lead appears to be a better route.
If you disagree, then how do you explain sales research that 44% of salespeople give up (retreat) after one followup? (Source: Scripted)
Possibly another reason for the retreat mentality is the salesperson has different expectations than the sales lead. These expectations may be a quick sale to an easy sale (less decision makers). However reality in the B2B marketplace runs contradictory to those self-imposed expectations.
Another example of retreat sales mentality surfaces during the selling phase of the sales process. Far too many salespeople are quick to reduce price to get a sale instead of being able to demonstrate the value of their solution respective to the desired end results for the potential ideal customer.
In sales having a strong and positive mental attitude is a prerequisite for success. Giving up when the first limitation arises only reinforces this sales mentality to retreat instead of to persevere.
I believe the words we use and think are critical to overall sales success as well as success in life. Maybe the next time you become discouraged, ask yourself are you retreating? What does it mean to retreat? Is there another way to win this sale for you as well as for your customer?