Do You Expect To Lose?

Posted On May 7th, 2010

Years ago when I was selling high end technical training to IT professionals for a living, the biggest sales objection I heard all day long was, “If my employer isn’t going to pay for it, I’m not going.”

As the owner of an IT services company who employs these folks, this may not come as a shock to you. In fact, many of my clients relay the same problems with their techs – not only do they want you, the employer, to pay for the training, but they expect time off from work to go so it doesn’t interfere with their personal lives. Incredible.

When I started selling coaching and training materials to managed services business owners I often found the same resistance – which didn’t surprise me all that much. But what DID surprise me was the reason why.

It wasn’t because they couldn’t afford it (which is what they would give as a cheap, easy excuse in an effort to make me go away). It wasn’t because they couldn’t find the time – again, a poor excuse fired offhand. (What sane person would say they don’t have the time to make more money…really?) And, believe it or not, it wasn’t because they didn’t think my program would work; they often were convinced it would. The REAL underlying reason in almost every case was that they didn’t believe in themselves. They didn’t believe that they could implement the strategies successfully. They expected to lose.

How incredibly sad is that? Read full article and comment →