What’s in Your Salesperson’s Briefcase?

What’s in Your Salesperson’s Briefcase?
leadershipteam
Fri, 02/07/2020 – 09:32
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A popular television commercial asks, “What’s in your wallet?” Whenever I see the ad, I immediately think of another question: “What’s in your salesperson’s briefcase?”
Salespeople get hired and show up at work with two briefcases. One is visible, and a sales manager has seen the contents because they hired the person. This briefcase is full of industry experience, a number of years in sales and sales success.
The other briefcase is invisible and its contents are less visible. This briefcase is stuffed full of beliefs, some of which are supportive and others, less so. These beliefs invisibly affect a seller’s ability to execute the right selling behaviors and skills.
Sales managers: Do you know what self-limiting beliefs are in your salesperson’s invisible briefcase?
It could be full of limiting beliefs, such