Saturday Morning Sales

Kevin Latchford

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Feelings of Inadequacy - February 10, 2018

Throughout a sales person’s career there may come a time or two where they may feel inadequate. I don’t mean junior level or inferior to a more seasoned sales person. I am referring to the feeling as though they do not belong at the table, in the sales call, or even worthy of calling on such a prospect. It happens. It is the “second guessing” of one’s capabilities. And, typically, it happens without notice.

 

I am in no way, shape, or form going to make light of someone that may suffer from a panic or anxiety attack. However, being overwrought by a feeling of inadequacy during the sales process can bring the best sales person to their knees. Where does this come from and why does it happen? More importantly, how do you get past it?

 

While I am not a psychologist, having been faced with these feelings a time or two in my own career, I can attest to just what went wrong and how I corrected the situation. Also, I should point out, this is a topic I’ve been asked to address for some time, but one that can be very sensitive.

 

For me and for those sales people close to me that have shared their stories, the feeling of inadequacy tends to rear its ugly head when we are feeling exceptionally well and on top of our game. As if nothing can go wrong, deals are closing left and right, and then out of nowhere you have one in front of you that shuts you down. You get this sense that either you are not the best fit for the sales role, your company cannot deliver, the clients expectations are beyond your capability to deliver, or simply the client is too good for you. It tends to come out of nowhere and makes you question your entire sales skill set.

 

At least for me, as I look back on these situations, it was a grounding effect. My ego was likely getting in the way of being clear-headed. And, what I found to be the common link was that many of the closed deals leading up to this moment were simply “layups”. They were good deals, but they were easy. My sales process became a bit robotic. I didn’t necessarily need to bring my best to the table in terms of proposal writing or even prospect communication and yet I was closing, closing, closing. Well, then comes the deal that shook me to my core. The deal that would require me to put in a lot of early mornings and late evenings. The deal that needed much more attention to detail, time spent with the prospect, and my absolute best. It was the deal that both thrilled me and scared me.

 

I began to question my capabilities and if we were the right fit to win such an opportunity. I began to feel inadequate in the face of the competition and in front of the prospect. Things prior were coming way too easy and now I had to truly earn my sale. I needed to step up, rise to the occasion, and do what I was trained to do – close the damn deal.

 

It was not an easy situation to mentally process. It took its toll on me physically by losing sleep and skipping meals. It took its toll on me mentally because I was questioning who I was and what I was doing. But, in the end, I did rise to the occasion. I put my best out there and I closed the deal. I swallowed my fear in losing the deal and with it all the feelings of being inadequate. I made myself believe I was the right fit for the right prospect. I needed to look myself in the mirror and admit I took advantage of the low hanging fruit leading up to this deal, but regardless, I was worthy of sitting at the table.

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