Have you ever heard of a concept called "Image Gap?" Everybody has some degree of image gap. Image gap is simply the gap between where you think you are and where you really are. In a few people, it’s wide. Those are the people who talk a good game (talk the talk) but somehow don’t really deliver (walk the walk). Their feet aren’t really on the ground. You might say they’re not truly grounded in reality. In other people, the image gap is pretty narrow; they know what they can do, they set out to do it, and then they achieve it--most of the time. What are we talking about here? Well, for starters, let’s talk about …
Guts. Guts in sales. Your fears and frights. How wide is your image gap when it comes to your guts? Can you plant your feet, justify your product value or is your first line of negotiation to lower your price? There are five levels of the Selling Relationship – Vendor, Solution Provider, Consultant, Partner, and Advisor. Which one are you? Really?
Using a Selling System. Do you use a system that works or do you wing it? Doing what comes naturally, using your people skills and being a nice person are all commendable but does it differentiate you from the competition? Do you look like you need the sale rather than want the sale? Does your system make you look like a businessperson in sales or a sales person in business?
Knowing yourself. Image Gap is you knowing who you are, and not just your sales role, but all your roles, your "I", your self-identity as well. In the high-rejection business of selling I believe more than any other factor, it’s a salesperson’s "head trash" that kills effectiveness. Attitude and behavior must also accompany techniques.
Part of being able to work on and correct your "baggage," (and we all have baggage), is to recognize that you have it -- and that’s why it’s important for you to really know your own image gap, the difference between where you see yourself and where you really are. We refer to this as the conceptual side of training…you working on your ATTITUDE and BEHAVIORS.