The Mysterious Mindset of a B Player

 The 7 Roadblocks of B Players 

The following are the 7 roadblocks that most often keep B players from becoming A players: 

Roadblock 1

B players don't have a philosophy of selling. They haven't developed the belief that their time is as valuable as their customers time. They don't know that they add value by making the call. They haven't been taught about selling or received enough coaching from their boss to develop their philosophy. "The unexamined life is not worth living." said Socrates. To which I would add, "The unexamined sales call is not worth making." Thinking about what you do is a critical part of the sales job. 

Roadblock 2

Having a manager who doesn't hold a salesperson accountable to a process that works. This is a rampant problem. 

Roadblock 3

Fear of looking scripted, not doing it perfectly, appearing pushy, and of success. 

Roadblock 4

Not asking for clarification from a manager or an A player, but hanging out with other B players and comiserating about how tough things are in the field 

Roadblock 5

Lack of repetition and practice. B players seem to be willing to stay where they are, and are content to be good enough - as long as they don't get fired. 

Roadblock 6

B players are focused on their own insecurity, income, and problems. They don't realize that their prospect is just as insecure and probably has at least as many problems as they do. Instead, they reason that they have a problem, and the customer has the money. A players understand that they have a solution to a problem that is costing the customer lots of money. 

Roadblock 7 

B players worry about being liked instead of being of service.