Hyper professional type is one of the 16 sales call reluctance types/obstacles. In this article we are explaining in a bit more details about this Sales Call Reluctance type and how it affect sales person to perform at the desired level.
When contact barriers affect sales personnel, we call it Sales Call Reluctance. It is defined as all thoughts, feelings and behavior that prevent us from making contact with people who are important to us in our work as sellers. This means that we meet fewer potential customers than we should and when it bleeds into the meeting, the ability to make contact and thus a good dialogue decreases.
Much can be said about this obstacle but one thing is certain. The organizations that suffer from this have the best dressed employees of all and earn only half of what they could make. For people with the Sales Obstacle type Hyper Professionalism, the image that “I AM” successful is more important than actually being so. They always know better than the rest of us and talk about it, always need to be in the center and sort of float on top. If you talk about your weekend in, let’s say, London you just had, it doesn’t take many seconds before those with this obstacle take over and tell you about their London weekend or trip. I call them flashers among sellers as they have to have the stuff that shows they are successful and if you don’t comment they will do it themselves.
My favorite image is the man with the Rolex shirt – yes, that Rolex shirt, shorter left arm so the watch is always visible. Betting on a few big customers who sometimes go home and if that’s the case, the rest of us hear about it year after year but no new business comes in. When the obstacle bleeds into the business dialogue, they are often perceived as arrogant and as “know-it-all”
DEFINITION
Energy is diverted into excessive focus on manners and giving the appearance of being successful.
INTERPRETATION
Individuals with high values are likely to be overly concerned with the need to be perceived as highly professional. Although these individuals make unusually strong first impressions, they may consider contacting potential new clients professionally unacceptable. Instead, they may habitually invest in “credibility building” accessories. Common business development activities may be considered “below” his talent, ability, background or experience. He may be more concerned with trying to project a competent, successful image than actually showing real results.
PAY ATTENTION
• Refusal to use conventional prospecting/customer building methods
• The need to be seen as “special” and stand out from colleagues
• Tendency to avoid contacting suitable prospects in favor of those with higher earning potential but low order probability
Measuring sales barriers and illusion barriers is vitally important when hiring sales staff, and for those you have already hired, it is important for both their ability to perform and how well they feel. As a manager, you often hear both Sales and Obstacles as excuses why it is not possible to make another customer visit or call. Knowing why some of your salespeople are not performing as you expected or if you are a salesperson yourself, this is very important information as both sales and appearance obstacles can be remedied.
If you want to know more contact us at Confident Approach or at christer@confidentapproach.com for more information or a business conversation.
