“Be a good steward of the authority you are granted.” This is easier said than done. As salespeople, it is our privilege to be given the opportunity to advise businesses who engage us. However, what happens when we feel that the authority we are given far EXCEEDS our expertise in the matter? We begin to question our capabilities. And we are vulnerable to falling victim to Imposter Syndrome. According to Span the Chasm President, Steve Keck, offsetting Imposter Syndrome is critical to winning the client and the sale.
What is Imposter Syndrome?
Imposter syndrome is the belief that our capabilities fall short. We feel they are less than what others perceive them to be. It’s the feeling of doubt. It may even be a fear of being able to meet expectations. In sales, it can have devastating impacts on our sales processes and sales cycle. Ideally, we need to find effective means of offsetting Imposter Syndrome to best serve customers and prospects.
Good Stewards of Authority
The irony is, we, as salespeople, often INVITE others to grant us the authority to advise. We ask clients to give us the opportunity to provide solutions for their businesses. We imply that we have the expertise to guide them on how to grow their businesses. The problem is we assume we need to be experts in the subject matter. Though knowledge is helpful, understanding our role is more critical.
Space
The misunderstanding is that salespeople have vast knowledge and expertise. What we truly should aim to be is a master of space. We need to honor our clients’ trust in us. Our goal should be to create space for them to exercise THEIR expertise. We foster dialogue and effective communication of needs, ideas, and, ultimately, solutions.
Are you struggling with offsetting Imposter Syndrome? Or are you intimidated by being granted authority? Reach out. Span the Chasm works with teams to build confidence, offset fears and keep teams operating towards sustainable sales success!
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