The Six Most Annoying Characteristics of People in Business

1. Nobody knows what they want. If you expect to go in on a sales call and have the prospect tell you exactly what they want, they can't do it. So stop asking. For them to be able to tell you what they want, they would have had to set aside time in their schedule to think about what they want, which most people have not done. They are too busy putting out fires and doing the day-to-day tasks to be able to create any personal vision for themselves. Therefore they get relegated to working on "today's tasks" and then get frustrated because someone like you comes in and says, "what are you really trying to accomplish?" What they are trying to accomplish is getting through the day.

2. They lie. I don't believe they lie because they are bad people, I think they lie because they don't know what they want. (See number 1). So rather than saying, "You know John, I don't know what I want," they will artificially tell you what they think you want to hear, or what they should say when someone asks that question. Don't bank on it. They are not telling you the truth. I wouldn't call them liars. I might just call them ignorant.

3. They can't make decisions. Has this ever happened to you? You call on someone that you've created an optimum solution. All they have to do is to sign off on it and get it done. But even when buying from you can save them millions of dollars, they still can't make a decision? People live in fear. 60% of people in white collar jobs are afraid for their positions. No wonder they can't make the decisions. If they make the decision it may require them to stick by that decision and if it fails they may get fired.

4. They don't really listen.

This is for buyers as wells as salespeople. Have you ever found that people really don't listen to what you have to say? The whole time you are talking they are thinking about what they are going to say next. And, quite honestly, we probably do the same thing. When was the last time someone really sat down and listened to what you said with an intent of unconditional acceptance? Maybe your mom or your dad? When is the last time you sat down with your son or daughter and had a one-hour discussion just about them? Where you hung on their every word and you wanted to know what they were feeling, what they were thinking and really stayed in the present moment - listening? Don't expect people in the business world to listen, they won't. So quit talking.

5. They won't be open to new ideas. If I asked the question, "Are you open to new ideas that can help you grow your business?" most people would say, "Yes. Absolutely. Sure." But most aren't. I'm not sure if it is the conservative nature in the state in which I live or just people trying to protect their previous decisions, but most people are really not open to new ideas. And they are especially not open to them if those ideas are presented in the wrong way. So, you as a salesperson have to figure out how to get past the immediate resistance to new ideas. Start talking about how it solves problems for them. Then people will be open to the new ideas, buy into them, and most importantly - PAY YOU FOR THEM.

6. They engage in the same behavior that got them in trouble in the first place.

They do this with the hope that it will get them out of trouble this time. Think about how many of your prospects have problems because they don't have you in their life. But, instead of listening to how you can fix their problems and your process to do that, they resort to some kind of "request for proposal mentality." You run into people like this all the time - who have extreme pain because they don't have your solution. Yet they still resort to buying the way their company has always bought, which caused their problem in the first place. You must walk away and preserve your dignity and time in the process. Go find the people who are open to your process and solutions.

Now, make a cheat sheet for yourself of these six characteristics. As you strive to achieve at even higher levels, refer often to this list. You'll be amazed at how much time and personal pain it will save you and how much it will help you to achieve.

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