Turn Deficit to Advantage

What would it be like if your greatest weakness in selling became your advantage?

Yesterday I addressed a chapter of NAIFA, the National Association of Insurance and Financial Advisors. It was a sharp crowd of seasoned sales veterans who have seen probably more sales situations that other industries combined. I asked them to spend a few minutes discussing their biggest sales challenge with each other.

We discussed trends in the market, rebuttals, and other ways to close the sale with prospects. One fellow was brave enough to state that he felt his own lack of experience was a deficit. “I’ve only been in the business just a few years. How can I compete in a region that has many more experienced representatives?”

“Use it to your advantage,” I said. “When people ask how long you’ve been in the business, tell them not long enough and that everyday you have to earn your stripes. If they have an issue with it, tell them that your relatively new entry into the business is the very reason why they should go with you instead of somebody else, because you will take more care in developing the account. In other words, the inexperience that you have is the very reason why they should work with you.”

Follow these three questions to turn your disadvantage into your advantage. Once you start thinking this way, you will see your limits as opportunities and you will learn how to overcome objections with much more confidence and enthusiasm.

In your next sales training meeting, go around the room and have each sales rep answer the following four questions. Seek input from the group and ideas from them:

1. What is my biggest sales challenge?

2. Why is it a deficit or disadvantage?

3. What are three actions that I can take to improve in that area?

4. How can I turn it around and leverage it as a strength?

If you do not work in an office with other sales professionals then take those questions and dedicate a page for each in your journal. You already have the answers inside of you. This helps draw them out.

By thinking in terms of leveraging your weaknesses to your advantage, you will have no weakness. You will become strong and invincible, and in the world of sales that means everything.

Scott Love shows managers and sales people how to manage their risk and win the game of business. He is a professional speaker and can be reached at 828-225-7700 or on his website at www.nolimitachievement.com