<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=349935452247528&amp;ev=PageView&amp;noscript=1">
Search
word-map-thumb

The Alternative Board Blog

This Addiction may be Costing You Millions

Jan. 7, 2022 | Posted by Joe Zente, TAB Austin
pensive thinker

Let’s be brutally honest. When you sell…:

  • Do you feel anxious to tell buyers why your product, service, or company is great?
  • Are you more comfortable talking & presenting versus asking tough, probing questions?
  • Do you listen more selectively than actively?
  • Does your blood pressure increase when you perceive a “buying signal”?
  • Do you often listen with “happy ears”?
  • Do you feel pressure during sales calls to make sure you get in your “key points”?
  • Do you often leave sales calls without getting all the critical information you need?
  • Do you wonder why some of your prospects “Just don’t get it”?
  • Do you love being an expert?
  • Do you struggle to convince people to buy your product or service?  
  • Even though you are aware that you should listen and learn more while talking less during sales conversations, do you find yourself flapping your gums more than you’d like???
  • Is it possible you are addicted to Convincing?  

If you answered yes to one or more of the questions above, you may be a Convince-aholic©

Like all addicts, the CONVINCE-AHOLICS EXHIBIT SELF-DESTRUCTIVE BEHAVIOR that temporarily fills a void created by unmet needs while creating poor results.

Similar to other types of addicts, Convince-aholics are constantly bombarded with temptation, making their addiction challenging to overcome.

Most existing sales literature, on-boarding sessions, and training programs exacerbate the Addiction by presenting clever techniques or scripts and encouraging salespeople to use manipulative “leading” questions, tie-downs, and use slight-of-hand.  Each of these convincing techniques actually diminishes a salesperson’s ability to differentiate themselves, to facilitate discovery, to develop trust, to learn the truth, and to add value -- the essential core competencies of the world’s most successful salespeople.

Despite the fact that Convince-aholics consistently lose sales and struggle to maintain margins, their behavior provides a dopamine rush.  This rush makes them FEEL like they are gaining. If they didn’t, they would likely stop their destructive, ineffective behavior and replace convincing with a consultative discovery process leading to consistent success.

Want additional insight? Read 5 Ways Business Owners and CEOs Prepare to Seize Opportunities now to learn more

DOWNLOAD

Some characteristics that come out of Recovery Literature follow. Please consider the parallels:

The Addictive Experience

  1.  Creates predictable, reliable sensations.
  2. Becomes the primary focus and absorbs attention.
  3. Temporarily eradicates pain and other negative sensations.
  4. Provides artificial sense of self-worth, power, control, security, intimacy, and accomplishment.
  5. Exacerbates the problems and feelings it is intended to eradicate.
  6. Worsens functions, creates loss of relationships.

At a foundational level, success in selling is based upon mindset and beliefs.  The Convince-aholic mindset dramatically diminishes selling effectiveness, the quality of relationships, trustworthiness, and income.   

The great news is that any Convince-aholic can overcome their addiction using a time-tested recovery program.

If you believe you may be afflicted (or know someone who is), would like to assess the severity of your addiction, and would like to understand the process to get clean, feel free to email me and write “I May Be Addicted” in the subject line.

Wishing you nothing but success in 2022 and beyond.

To Your Freedom…

 

Read our 19 Reasons You Need a Business Owner Advisory Board

DOWNLOAD

Written by Joe Zente, TAB Austin

Joe Zente is a TAB Facilitator in Austin, Texas. Through his company at Z|Three, he offers multiple services that help business owners.

Related posts

8 Business Lessons From TAB Members
Sep. 29, 2021 | Posted by The Alternative Board
Business lessons learned from the real world are far more valuable than those learned in school. As a result of the pandemic, we have learned more in the past year than at any other time. Faced with...
Part 2: Benefits of a Peer Advisory Board: Board Members Tell All
Sep. 7, 2021 | Posted by Phil Spensieri
In Part One of Benefits of a Peer Advisory Board: Board Members Tell All, you learned a little bit about what it was like to be a TAB member, from the time commitment it takes to the many reasons why...
Why Your Business Needs Standard Operating Procedures
Aug. 26, 2021 | Posted by The Alternative Board
Running a business is a costly, time-intensive process. Costs and time can grow exponentially if an organization lacks a system whereby products are made, or services rendered in a consistent manner....
5 Ways To Tell When Your Business Needs a System Overhaul
Aug. 17, 2021 | Posted by The Alternative Board
We all know that businesses need to accomplish many tasks each day for their companies to function. And they need to complete those tasks efficiently, smoothly, and quickly to thrive. As an...
Part 1: Benefits of a Peer Advisory Board: Board Members Tell All
Aug. 9, 2021 | Posted by Phil Spensieri
Over the last 15 years, I have dedicated my professional career to helping business owners design and implement strategies with sound, reachable growth and profitability goals. I have worked with...
Tips on Grooming Your Business Successor
Aug. 2, 2021 | Posted by The Alternative Board
It may not seem possible now, but the day will come when you no longer run your business (either as a CEO or business owner). Recognizing this inevitability is the first step towards selecting and...
What to Tell Your Employees When Selling the Business
Jul. 29, 2021 | Posted by The Alternative Board
Selling a business is often a complicated process. One complicating factor for any CEO or business owner is determining what to tell employees about the pending sale, as well as when and how much....
When It’s Time To Sell Your Business
Jul. 15, 2021 | Posted by The Alternative Board
After all the hard work that goes into starting and maintaining a business, deciding years later to sell that business can be among the biggest challenges in a CEO or business owner’s career. You’re...
A Guide For CEOs —11 Ways To Make An Impact In Your First 90 days
Jul. 13, 2021 | Posted by The Alternative Board
Your first 90 days as CEO will set the tone for your entire tenure in the organization. Therefore, this is a crucial time, and the goal is to establish your credibility and trust, so the team and the...
Tuna not Perch- Pursuing Significance
Jul. 13, 2021 | Posted by Jim Gerberman
It's hard to imagine a more difficult time for being an effective business leader. Correspondingly, finding significance in what we do has never seemed more fleeting...and, necessary. As we all...