Is your head trash piling up?
The term head trash came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from taking specific action that will help you generate better results. Here are a few examples of how head trash can affect you.
In a sales training workshop I conducted for a specialty retailer, several people stated that they didnt bother trying to close any business before 11:00 AM because they knew that everyone who came into their store before that time was just comparing their price with one of their competitors located close by. A sales person in a manufacturing company told me that her customers would not pay full price for her products because a major competitor sold similar products for less money. As a result, she consistently offered her customers a discount even before they asked. Another sales rep confided that he believed that the lowest possible price was the only thing his customers wanted from him and his company. He had held this belief for so long that nothing could...
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