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Retarded Sales Behavior and The Reasons We Under-Perform

Retarded Sales Behavior and The Reasons We Under-Perform. We’ve become a generation of retarded under-performing sales semi-professionals.

Instead of being thought-leaders we’ve become frenetic, selfish territory managers.  Trading one Mickey Mouse sales idea for the next.  Always looking for the quick (and easy) way to make our quota without needing to care too much about the people we happen to be dealing with at the moment.

And our retarded attitudes limit our ability to do anything outrageous.

It’s that simple.

Now before you start thinking that this discussion is another pretentious, irreverent look at intangible sales attitudes, think again.

In fact, forget about everything you thought you knew.  Let’s start with the basics:

Webster’s dictionary defines retarded as: “to make slow; to delay the development or progress of a process or action; hinder or impede”

In essence, retarded sales behavior is about the self-limiting attitudes we put off fixing for way too long.

1. We retard getting therapy

Frankly, most of us need our heads-examined.  Literally.

We’ve become a craft of neurotic protagonists all running around spouting the latest “closing lines” and hoping again hope that we have the luck to churn out a respectable quota this quarter.

It’s all silly.  Olympic champions, super-star athletes, and high-performing executive all use smart peer pressure to bring out the best possible talent in whatever they are doing.

It’s a strategy we all need.

2. We retard doing what matters most

There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact.  We put off doing the things that make us afraid, that make us vulnerable.

And that’s holding us back and making us losers.  Instead of tackling what scares us most, we do what’s easy and harmless.  And so what’s most important – increasing revenue – is something that never seems to happen.

It’s because we never get started working on it.

3. We retard learning what we don’t know

Ever notice how sales people never tell you the number of times that they fail.  Certainly that makes sense.  None of us want to talk about our idiot moments.

But those idiot moments are the lessons that make us outrageously successful.  Right?  You learn from your mistakes and avoid making them again.    But if you put off ever learning, you never start the process of being successful.

Let’s be frank, it’s not what you do right that makes you bad-ass — it’s what you learn from what you used to do wrong.

4. We retard our investment in others

Instead of caring about others, we decide to keep the conversations about the weather, kids, and our lines of product.  It’s all skin-deal and wonderfully boring.  We don’t venture to care too much.  If at all.  Ever.

Frankly, in our minds, it makes sense that way.  Why care about someone who doesn’t have any money to give to us.

But that’s completely wrong.  It’s about giving to others first.

• As an attitude.
• As a way of life.
• As a belief system.

Look.  Anyone can give when it’s easy, but you’ll transform your business when you give to others without trying to take first.

It’s the difference between being a rock star or in living in denial.

We’re retarded. Underperformers.

And we don’t need to be.

It’s sad how we limit our potential with our fear and denial and procrastination.

Live a higher standard.

Be the legend that you dream about.

It starts with doing that thing you still haven’t started yet.

by Dan Waldschmidt