Training Salespeople: Belief Creates Behavior
November 18
00:00
2013
FEATURE
“We always.”
“We can’t.”
“We don’t.”
Those are phrases that can make it more difficult for a company trying to change behavior.
“Belief creates behavior,” consultant Ann marie Houghtailing told a Pacific-West Fastener Association conference.
“What you ‘think’ creates belief. What you ‘do’ is behavior. What happens becomes ‘fact’,” Houghtailing told the session on “Creating a Sales Process for Your Fastener Business.”
Therefore, “Start questioning beliefs,” Houghtailing counseled.
For example, a sales staff may start believing that a particular customer “always chooses cheapest.”
If a sales person accepts such thought, “they are truly working for your competitor.”
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