HTSS51 - Closers addiction in sales explained - Scott Sylvan Bell

Closers addiction in sales explained 

When you close a sales or land a deal there are things that you have happen to you from yourself and from others. When you look at what contributes to closers addiction there is a whole list of items salespeople can receive from making a deal happen.

• Attention from the office or loved one
• Bragging rights that you brough in some money or won a big deal
• Internal satisfaction for the work performed
• The office is excited that you kept others busy
• There is the dopamine rush you get when you close the sale
• When a deal is closed there is excitement
• You get status from your peers when you are successful at closing deal
• You get to see the efforts of your work on your check

So what happens when you don’t close a deal?

All of these feelings of closing deals are good and addictive. When the sales are not closing these feelings and adoration are missed. There is frustration from losing deals and not getting the attention. Salespeople will look for something to replace these feelings so they can get back on top again.

Losing deals can be lonely and empty because so many salespeople tie their self worth to their ability to get attention and the ability to get paid. When salespeople go for long streaks of not closing deals they look for attention or to get the feeling somewhere else.  

Most industries don’t face this problem

There is a power associated with success. There are a few other industries that get attention like salespeople do for the job they perform and these are just a few of them:

• Attorneys
• Doctors / surgeons
• Fire fighters
• Police officers

The danger from the closers spotlight

The addiction to close a deal is the rush of closing the deal plus the attention it brings to the salesperson. The feeling from getting attention for your work is addictive to the point of wanting to be in the spotlight. Salespeople don’t understand the addiction of feeling on top and needed. Nobody points this out to salespeople when they start looking to replace the feeling or when they are in the spotlight. Too much Dopamine or even being deficient can lead to depressions. There are mental problems in sales from constantly hunting the close of a deal. In sales there are people who replace the feeling of closing a deal with:

• Attention from others in bad ways – fighting may be one of them because they are now getting attention
• Drugs
• Gambling
• Purchasing items to keep the feeling or rush going
• Sex

Salespeople search to find a replacement of the rush of closing the sale. Drugs and danger can duplicate the euphoria for only so long and other problems may be created. If nobody tells you that you have closers addiction or you don’t know what to look for it can be frustrating.

How to work through closers addiction

If you want to know what to do if you have this problem or how to fix it there are a few ways. You will have to put in some work or effort to find your solutions.

Look for what you do when you close a deal. What are the actions you take? Who do you call or email once the deal is done? How do the people you contact react and are you looking for that reaction?  

All of these items can leave clues as to what steps you need to take to identify your process to closers addiction.

If you are at the bottom right now here are some tips:

If you are struggling to close sales right now pay attention to the type of people you associate with. Are the people you around there to help you or hurt you?  Look for encouragement to help when not closing deals, you need help with motivation sometimes. Someone may just need to say I believe in you and I think you are a great person.

Why emotions are not talked about in sales

Emotions in sales is not talked about since it isn’t masculine. Emotions in sales all of the sudden becomes taboo when its time to talk about what salespeople go though, this is a mistake. If you are struggling make sure to get some help form a professional.

 Salespeople do worry about what other people think even though this should not be done. You can help faster when you get a coach, mentor or therapist.

You can worry about what others think of you if you want to be a closer. Being addicted to closing a deal is real and you may be chasing this feeling.

Look at what you are doing to get the euphoria to make the deal happen

Create a journal to look for correlation for what happens when you close a deal or lose a deal. Look for the actions you take whether its calling friends, coworkers, sending out emails or even taking some sort of physical action.

Why a Dr or therapist can help you close faster

If you are struggling you should seek out professional help. You can dump your problems on someone who knows how to deal with them. Once you say something out loud it makes it easier for you to work through. You can move faster without the weight of what is bogging you down.

There is emptiness in sales and there is loneliness in sales. This is a problem especially when you are not closing deals and getting the attention from making something happen.  People buy with emotions and justify with logic and salespeople live through this. You will find this is true for salespeople before the deal and after the deal.

Get some help and it isn’t taboo and it really is a benefit to you.                                     

Scott Sylvan Bell

@scottsbell

#sales #success #closer #closersaddiction #oahu #Hawaii #podcast #howtosellshow

This episode was recorded on the North Shore of Oahu Hawaii at Haleiwa Ali’i Beach Park

Last notes:

This episode is not meant to be medical advice for problems you face. If you are struggling go seek proper medical attention from a qualified professional.