The 5 Stage Cycle of (Avoidable) Sales Grief

The week's newsletter?is written with a very respectful nod?to the works of?Elisabeth Kübler-Ross?- a psychiatrist?- and the first person to talk about stages of grief in her book On Death and Dying, published in 1969.

I was actually inspired by the quote at the bottom of this page - which I think is just brilliant - but take a look at this 5 stage cycle - and see if you recognise any salespeople on your team.....

Stage 1: Denial?

Where the salesperson refuses to believe that there might be a better way of doing things - and regularly throws out phrases such as....

“I’m the finished article I don’t need to learn anything else. Just take a look at my previous successes.

Anyway, I flew through the interview process and the board think I’m the best person for the job - things that go wrong are things that couldn't have been avoided by anyone”?

Stage 2: Anger

Where the salesperson is introduced to the reality of dealing with the section of the human race who are in charge of buying stuff - and starts to lose faith in good and honest business practices while saying things like....

“Customers - who do they think they are??

You can't get them on the phone, you can't get them to make a decision - and when time is running out and they know they have you on the ropes - they try and get your price down to unrealistic levels.

Don't tell me how to do my job - you should try and live with the kind of pressure I’m under – I mean – do you expect me to do everything perfectly?”?

Stage 3: Bargaining

Where the salesperson has to explain internally why the sales figures are below target - and externally why a deal can still be done....

“The pipeline is good - it's all there lined up, waiting to come in - I just need another month to bring it over the line!”?

“Look, this is great for you - PERFECT - where do we have to get to on the pricing and terms to move forward?”?

Stage 4: Depression

Where the salesperson believes they are living some kind of cursed life and the universe is working against them....

“I’m almost giving this away for nothing and they still won’t take it off me.

I’ll never hit my target, I’m going to lose my job - have you seen the way everybody looks at me in the office?”?

Stage 5: Acceptance?

Where the salesperson finds a way of justifying everything that's going wrong....

“But hey, what else can I do? It’s just the state of the economy - and you know my target was always way too high, right?

Oh, and the product spec isn’t half as good as the competition – none of this has anything to do with me, it’s definitely not my fault.

But you know what management are like, don't you? They have to blame someone. I'm changing jobs?before they look for a scapegoat – you know,?they've never liked me here - thank God I start my new job in a couple of weeks.”?

Stage 1: Denial?

Where the salesperson - having been given a fresh opportunity - refuses to believe that there might be a better way of doing things - and regularly throws out phrases such as....

“I’m the finished article I don’t need to learn anything else. Just take a look at my previous successes.

Anyway, I flew through the interview process and the board think I’m the best person for the job - things that go wrong are things that couldn't have been avoided by anyone”?

"People are like stained-glass windows. They sparkle and shine when the sun is out, but when the darkness sets in, their true beauty is revealed only if there is a light from within"

Actually, it was the quote above by Kubler-Ross that really caught my eye and put me on the path to writing this article - I challenge you to discover your light within - and tackle the tough times by becoming what you need to become to rise above them.

To your success

Chris

PS:?We’ve just released the next dates for my?Business Development?and?Sales Team Leadership?Masterclasses in cities around the UK.

If you want to get a head start on everybody else in your industry, I hope you’ll consider them.

Click on the picture links below for more details.