Everything exists in language and conversations make language meaningful.
There are two types of conversations: public and private. Public conversations are self-explanatory, they occur with people! Private conversations occur in your head. Only you can hear them.
Studies have shown that those private, internal conversations are usually self-critical, negative, and usually based on our, often skewed, interpretation of reality.
I call this “head trash.”
Head Trash Impacts Salespeople
Having conversations in your head isn’t always a bad thing, even if you're self-critical. They help you identify your role and responsibilities. They can be a reality-check. They can lead to an in-depth analysis of a situation that didn’t go well, which will help you learn from it.
However, there’s a difference between listening to head trash and acting from it. This is especially true if you’re a salesperson.
Salespeople will listen to their head trash and believe it's all real! They might then react in a way that doesn’t serve them or their buyer.
For instance, if they think they’re being too pushy they'll avoid asking key questions to qualify a sale.
Let's say you're a super social salesperson who frequently meets people at networking events. If you listen to head trash that tells you to not come across too “salesy” – you'll be less inclined to follow-up and schedule prospecting meetings!
Head Trash and Handling Objections
I have a sneaking suspicion that salespeople carry just as many objections into a sales meeting as the prospect brings up during the sales meeting!
Most of the objections that live in my head are head trash. And, I have found that while I am operating in a mindset of scarcity – that I must get a deal “right now!” – I often start to focus on all of the reasons why a prospect will not buy so that I can be ready to handle these imaginary objections when they invariably come up.
If you’re focused on your head trash, you take focus away from your buyer!
To stay on the right track, ask yourself, “Am I dealing with an actual objection or just imagining one?” or “Would my buyer consider what they just uttered as an objection, or something else, like a question they really wanted an answer to?”
When I approach a sales meeting from the perspective of abundance, I’m more sincere, confident, and focused on finding opportunities that'll add value. Rather than hearing objections I hear legitimate questions and challenges that help me better understand my buyer’s concerns. I’m able to ask and answer key questions to discover their point of view.
Don’t Let Head Trash Derail Your Next Sales Meeting:
Consider implementing these 3 tips to combat your head trash and focus on the buyer’s actual problems during your next sales meeting.
Create a list of your desired outcomes before the meeting. Use this to guide your meeting.