In the realm of sales, success isn’t solely about strategies and techniques; it’s also intricately linked to our personal experiences, emotions and our unconscious drives. The often overlooked factor of hidden trauma can profoundly affect our ability to close deals, especially when the desire for validation overshadows effective prospecting. There is also a huge potential to confuse the desire for validation and connection, with rapport – which is a crucial ingredient in the sales call and beyond. In this article, we’ll delve into the intricate connection between unaddressed emotional wounds and sales performance, shedding light on the ways in which seeking approval can hinder sales success.
Unraveling the Unseen: Uncovering Hidden Trauma
The Echoes of Past Experiences
Hidden trauma, stemming from past experiences that have left emotional scars, can wield a significant influence on present behaviors, including sales interactions. These unresolved emotions act as a shadow, subtly guiding decisions and actions and show up in subtle but call-killing actions, such as fawning, people pleasing, discounting the deal and sliding into convincing mode. This can be done overtly, or covertly and needs to be addressed.
Seeking Approval
Seeking External Validation is normal to some extent, and not everyone has obvious or severe childhood trauma, but even mild bullying at school, or having sibling with special needs can create just enough of a need for acceptance that it sabotages the ability of the sales person to really hold the space boldly, and stops them from speaking the truth.
One of the most common manifestations of this is a reluctance to take the prospect into the deeper spaces of really exploring the pain of the problem fully, for fear of how they might be judged. When unresolved past pain drives this need, it can inadvertently shape sales results in a profound way..
The Silent Sabotage: Effects on Sales
Fear of Rejection and the Comfort of Familiarity
Unhealed trauma can breed a fear of rejection. Consequently, salespeople might avoid assertive prospecting, fearing that a negative response will trigger old wounds.
Overcompensating for Acceptance
The desire for approval might lead salespeople to overcompensate by offering excessive discounts or bending over backwards to meet client demands, compromising profitability.
When Validation Overshadows Prospecting
Hesitation to Challenge the Prospect
Sales require assertiveness, often involving challenging prospects’ preconceived notions. Hidden trauma, however, can make salespeople reluctant to engage in confrontational discussions.
The Paradox: Wanting to be Liked
Sales professionals driven by hidden trauma might prioritize being liked over the prospect’s best interests. This hinders the ability to address objections effectively.
Breaking the Patterns: Rewiring Trauma for a New Story
Acknowledgment and Healing
Self-Reflection and Professional Development
By acknowledging past traumas and seeking professional guidance, salespeople can embark on a journey of healing. This process enables them to gain emotional resilience and a clearer perspective.
Embracing Authenticity
Fostering Genuine Connections
Embracing authenticity helps build genuine connections with prospects. Instead of seeking validation, salespeople focus on providing value and addressing clients’ needs.
Mindful Sales Strategies
Balancing Empathy and Assertiveness
Mindfulness in sales involves striking a balance between empathy and assertiveness. This approach allows salespeople to be attentive to clients’ needs while maintaining a strong stance.
Conclusion
In the intricate dance between hidden trauma and sales success, it’s vital to recognize that addressing past wounds can be a catalyst for growth. By shedding the need for constant validation and embracing authenticity, salespeople can establish deeper connections with prospects. The journey toward mindful sales strategies can lead to not only closing deals but also personal healing and professional transformation.