Selling from Your Comfort Zone

CHAPTER 4

Do You Believe in What You Are Selling?

RECENT STATISTICS PROVE more than half of all salespeople would do better selling a different product or service than the one they are currently selling or not selling anything.

The Problem

Herb Greenberg, Harold Weinstein, and Patrick Sweeney in their book, How to Hire and Develop Your Next Top Performer, correlated hundreds of thousands of assessments conducted over several decades. They found that 55 percent of people earning their living in sales should be doing something else. Another 20–25 percent have what it takes to sell, but they should be selling something else. An additional source found that 55 percent of salespeople don’t have the right skills to be successful.¹

I expect that a ...