Buyers are savvier than ever and able to cherry pick companies, brands, products and services from among the many global competitors vying for their custom. Salespeople have to their super-powers and not their kryptonite.

  • One super-power is understanding how you come across to potential buyers and existing customers.
  • Another is being able to adapt to your buyers and customers preference and remain authentic!

Self-awareness is an essential trait of a successful, and in fact, all customer-centric operations must develop self-awareness. When you are aware of how your actions can affect the outcome of a sale and the future of the business; you are more likely to pay attention to the triggers that hamper success.

Self-awareness is to align view your salesperson has with the view your buyers has of your salesperson.  If these perspectives do not match, there is a disconnect in your buyer’s mind and distrust in the relationship. To understand how the outward display of your sales peoples’ attitude and behaviour can influence the perception of the buyers. One approach is to understand the natural and adapted behavioural style.  Through this, the salesperson can understand and most importantly their personality and style to align with their buyers.

Tony Robbins said, “If there is a rare quality in life, it’s self-awareness. Self-awareness of the difference between you and your patterns and the impact of your patterns on those around you.”

If a prospective buyer is uncomfortable with you, you will not have a successful sales outcome. Buyers are comfortable to work with confident, knowledgeable, characterful and likeable salespeople. Salespeople are motivated by working in an environment supportive of their unique personalities, that challenge and at the same time functions efficiently and team-spirited.

I often hear sales leaders talking about their sales team lacking motivation, I have found almost all salespeople have motivations as defined as:

  • A reason or reasons for acting or behaving in a particular way.
  • Internal and external factors that stimulate their desire and energy to be continually interested and committed to their job.

Rather, what I found was a host of demotivating triggers that demotivate salespeople.

11 Demotivating Triggers include the:

  1. Right people in the wrong role.
  2. Lack of personal goal and specific action plans.
  3. Environmental factor creates barriers.
  4. Lack of confidence in an uncertain macro and micro environment.
  5. Customers environmental barriers.
  6. Social networking obstacles so frustrating salespeople to do whatever it takes.
  7. Internal culture and systems create barriers.
  8. Salesperson is not motivated by cash or compensation incentives.
  9. Limiting belief sabotages their efforts.
  10. Salesperson does not feel supported or valued.
  11. Lack of communication and team-work.

Master Self Awareness to Master Relationships

In his Harvard Business Review article, How Leaders Become Self-Aware, Anthony K. Tjan said, “the one quality that trumps all, evident in virtually every great entrepreneur, manager, and leader. That quality is self-awareness. Without self-awareness, you cannot understand your strengths and weakness, your “superpowers” versus your “kryptonite.”

With self-awareness, salespeople can spot aspects of the buyer’s behaviour that requires they adapt their natural approach to behaviours aligned with their buyer’s preferences. Salespeople can only do this if they are self-aware of the effect their personality is having on their buyer’s personality.

Research conducted by Innermetrix shows that self-awareness is essential to your success and a vital trait for all successful leaders. Self-aware people recognise the situations that will make them successful, and this makes it easier for them to find ways of achieving their objectives that fit their natural behavioural style. If you understand your natural behavioural preferences, Innermetrix say, you are “far more likely to pursue the right opportunities, in the right way, at the right time, and get the results you desire.”

If you do not understand why you say or do what you do, it is hard to cultivate personal growth and positive, proactive relationships.  It is critical to build awareness of your core strengths, to understand what influences your successful outcomes and to identify the triggers that can hold you back.

I work with sales teams to help them master their self-awareness and use the DISC profile index test as one of many tools.

Let me explain why?

Read more about the DISC profile

About the Author

Janice B Gordon: The Problem Solver Business Growth Expert, Speaker, Consultant and Mentor. Janice is author of Business Evolution - Creating Growth in a Rapidly Changing World This book gives you the guidance you need to evolve you and your business and exceed your customers' wants and needs. Janice B Gordon has over 25 years’ experience advising businesses in strategic account sales and marketing management, working with blue-chip, small and medium organisations. Janice is a Visiting Fellow at Cranfield School of Management. She is passionate about helping companies adapt their sales approach to the economic, social and technological challenges. This has led her to create the popular the sales enablement system, Scale Your Sales. Janice is an international Strategic Account Sales Speaker and author, achieving many noted accolades including 25th of Sage Top100 Global Business Influencer 2017. Talk to Janice today about your Scaling your Sales

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