This Addiction May Be Costing You Millions

Let’s be brutally honest. When you sell…:

  • Do you feel anxious to tell buyers why your product, service, or company is great?

  • Are you more comfortable talking & presenting versus asking tough, probing questions?

  • Do you listen more selectively than actively?

  • Does your blood pressure increase when you perceive a “buying signal”?

  • Do you often listen with “happy ears”?

  • Do you feel pressure during sales calls to make sure you get in your “key points”?

  • Do you often leave sales calls without getting all the critical information you need?

  • Do you wonder why some of your prospects “Just don’t get it”?

  • Do you love being an expert?

  • Do you struggle to convince people to buy your product or service?

  • Even though you are aware that you should listen and learn more while talking less during sales conversations, do you find yourself flapping your gums more than you’d like???

  • Is it possible you are addicted to Convincing?

If you answered yes to one or more of the questions above, you may be a Convince-aholic©

Like all addicts, the CONVINCE-AHOLICS EXHIBIT SELF-DESTRUCTIVE BEHAVIOR that temporarily fills a void created by unmet needs while creating poor results.

Similar to other types of addicts, Convince-aholics are constantly bombarded with temptation, making their addiction challenging to overcome.

Most existing sales literature, on-boarding sessions, and training programs exacerbate the Addiction by presenting clever techniques or scripts and encouraging salespeople to use manipulative “leading” questions, tie-downs, and use slight-of-hand.  Each of these convincing techniques actually diminishes a salesperson’s ability to differentiate themselves, to facilitate discovery, to develop trust, to learn the truth, and to add value -- the essential core competencies of the world’s most successful salespeople.

Despite the fact that Convince-aholics consistently lose sales and struggle to maintain margins, their behavior provides a dopamine rush.  This rush makes them FEEL like they are gaining. If they didn’t, they would likely stop their destructive, ineffective behavior and replace convincing with a consultative discovery process leading to consistent success.

Some characteristics that come out of Recovery Literature follow. Please consider the parallels:

The Addictive Experience

  1. Creates predictable, reliable sensations.

  2. Becomes the primary focus and absorbs attention.

  3. Temporarily eradicates pain and other negative sensations.

  4. Provides artificial sense of self-worth, power, control, security, intimacy, and accomplishment.

  5. Exacerbates the problems and feelings it is intended to eradicate.

  6. Worsens functions, creates loss of relationships.

At a foundational level, success in selling is based upon mindset and beliefs.  The Convince-aholic mindset dramatically diminishes selling effectiveness, the quality of relationships, trustworthiness, and income.   

The great news is that any Convince-aholic can overcome their addiction using a time-tested recovery program.

Wishing you nothing but success in 2022 and beyond.

To Your Freedom…

Written by Joe Zente