What do you want to be an A or B player in the renewal process?

The Difference Between "A" Players and "B" Players
Chris Lytle, CSP, Author of The Accidental Salesperson

A players orchestrate ( Tigers lead )- B players accomodate ( sheep follow )

 

The Seven Roadblocks ( to constructive renewal )

Conversely, what are some of the roadblocks that often keep "B" Players from becoming "A" Players? Here are seven roadblocks:

Roadblock 1: Not having a philosophy of selling ( or doing ) that says you and your time are as valuable as your prospects and their time. ( time wasting  and not valuing your time )

Roadblock 2: Having a sales manager who doesn't hold you accountable to a process that works. This is rampant. ( no consequences for bad behaviour )

Roadblock 3: Fear of (1) looking scripted, (2) not doing it perfectly, (3) appearing pushy and (4) of success. ( fear of taking a risk fear of offending the status quo )

Roadblock 4: Not asking for clarification from a manager or an "A" player, but hanging out with other "B" players and commiserating about how tough things are in the field. ( comfortable with the turkeys and afraid to fly with the eagles )

Roadblock 5: Lack of repetition and practice. "B" players seem to be willing to stay "B" players and are content to be good enough not to get fired. ( marginal commitment )

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. "B" players 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. ( Problem solving not problem avoiding )

Roadblock 7: "B" players worry about being liked instead of being of service. ( being useful or being effective)

The Question

To accommodate or to orchestrate?

 

 That is the question. and is also always  your choice- ("bold are my comments ")

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