This is the third in a series of posts about taking control of your sales destiny and achieving sales success.
Tip #3: Avoid Dementors
In the fantasy world of the Harry Potter novels by J.K. Rowling there is a creature called a “Dementor” which is a frightening, ghost-like being that roams around and sucks the souls out of their victims leaving them listless, hollow and almost lifeless.
In the real life world of selling there is an equivalent creature. A “Sales Dementor” is typically an insidious co-worker who is capable of sucking the selling life out of virtually any sales rep with their constant complaining and bitter observations. They find (or make up) fault and flaws in your product. They point out the “gross” inadequacies of your boss and/or the company (whether they exist or not). They loudly report how much better your competitors are. You know the people I am talking about, right? They’re those gloomy critics who manage to find the bad in just about everything. They’re like whiners who have crossed the line to the Dark Side.
Sales Dementors create a toxic environment with their relentless negativity. They’re destructive. The more you hang around them, the more likely it is to affect you. They poison your mind and deplete your spirit. They slowly drain the energy out of your selling effort. At some point you begin to rationalize poor performance: “You see, it’s not just me struggling, it’s other too.” This creates a group mentality of despair and self-pity. You feed off each others discouragement. You stop taking action. You stop ‘doing.’ You become a victim. And one day you wake up with nothing but a sense of bitterness … and no sales.
A bit dramatic? Perhaps. But you must avoid Dementors if you’re going to control your sales destiny and achieve success. Dementors drag others down with them.
- Simply choose to stop hanging out with Dementors. Walk away. Get back to work. Don’t indulge them by listening.
- Choose not to contribute to the pity party (see Tip #1). Don’t heap your complaints onto the fire otherwise you can become one of those dreaded Dementors.
- Take a stand. If the Dementor whines about the list(or whatever), simply say, “Gee, mine seems to be okay.” You don’t have to belabor the point. You don’t have to defend it. You just have to say it. Saying it tells everyone where you stand. Then continue working. Taking this stand makes you a winner. Positive people will gravitate your way. You become an ‘anti-Dementor.’
- Find other winners and hang out with them. Winners take positive steps. They share good thoughts. They point you in the right direction. They make you feel good. Everything is possible with them. That’s where you want to be.
Create a positive selling environment and get your sales on track. Start by avoiding those negative destructive people; not just fellow reps but ANYONE who pull you down.