Ten Biggest Mistakes Salespeople Make: Mistake #6
Encourager-In-Chief: November 16, 2016
Not being congruent.
For those of you who may be unfamiliar with the word “congruent”, let me explain exactly what I mean by this. Simply stated, your words need to match your actions. Have you ever met somebody who told you one thing and did another? Of course you have. How do you feel about that person? Would you trust him or her? Would you want to buy anything from that person? Well, your prospects feel the same way about you.
This is one of the biggest failings in sales and in business in modern times. The saddest part of it is, the worst offenders either don’t realize how they are seen or they just don’t care. In this case, ignorance is better than apathy. If you didn’t understand until right now that people are evaluating you on your congruency, you no longer have that excuse.
When you go out and represent your organization, everything you do is a reflection of it. If you don’t do what you say you’re going to do, people will not want to buy from you or your company again.
As a results coach, people come to me to hold them accountable to achieving their dreams. They are sometimes taken back when I call them out for not doing what they told me they would do. That’s because it’s been ingrained in them for so long to say one thing and do another. They don’t even realize why anybody’s questioning it now.
If you, too, are deliberating under the fallacy that it’s okay to say one thing and do another, it’s time for a reality check, or maybe even an intervention! Salesmanship is all about honesty, integrity, and credibility. Make sure you walk your talk.
Say what you mean and mean what you say.
“There are reasons and results and the reasons don’t count.” - Source unknown
This excerpt is taken from my Preventing the Top 10 Sales Mistakes seminar. I encourage you to checkout my Sales Mastery audio program which also includes this lesson in much greater detail.