{"id":2775,"date":"2018-08-10T04:00:00","date_gmt":"2018-08-10T08:00:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/how-need-for-approval-affects-sales-closing-rates\/"},"modified":"2023-04-18T13:11:17","modified_gmt":"2023-04-18T17:11:17","slug":"how-need-for-approval-affects-sales-closing-rates","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/how-need-for-approval-affects-sales-closing-rates\/","title":{"rendered":"How the Need for Approval Affects Sales Closing Rates"},"content":{"rendered":"
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When a salesperson has a high need for approval, it means he or she would rather be liked by their prospect than to close the sale.<\/p>\n

Sales DNA<\/a> is a combination of elements that support or sabotage a representative’s sales efforts. In contrast to technical selling competencies that are more practical and theoretical and much easier to work on, Sales DNA is like the genetic heritage of a salesperson. It takes time, effort, discipline and patience to change things that affect performance.<\/p>\n

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The need for approval is an element of Sales DNA.<\/span><\/strong><\/p>\n

When evaluating your salespeople\u2019s need for approval, you\u2019re evaluating to what degree the need to be liked and appreciated impacts the ability to close a sale. A 100% rating in this finding means that there’s no need for approval, or that it doesn\u2019t affect the ability to close the sale<\/a>.<\/p>\n

That’s the strength you need to encourage in your salespeople.<\/p>\n

The need for approval is typical of salespeople<\/span><\/h2>\n
\"Need<\/div>\n
62% of salespeople have need for approval<\/em><\/a><\/div>\n

Sales force evaluations<\/a> show us that salespeople often have a strong need for approval. They get into sales because they enjoy creating relationships with others, communicating, being surrounded by people and enjoy being appreciated and liked. While it\u2019s not systematic, it\u2019s quite common.<\/p>\n

It\u2019s no wonder that 62% fail to get the 100% mark in this particular element of the Sales DNA.<\/p>\n

What’s the need for approval? <\/span><\/h2>\n

“The Objective Management Group need for approval finding tells us to what degree a salesperson needs to be liked, or in severe cases, loved. They will have more trouble asking questions, asking tough questions and to have the difficult conversations that nobody else has had; all prerequisites for being able to sell consultatively.” – Objective Management Group<\/span><\/span><\/p>\n

In other words, a high need for approval means salespeople seek first and foremost to be appreciated by prospects and customers, instead of trying to gain their respect.<\/span><\/p>\n

A representative who has a high need for approval will not be able to push the conversation as far as he or she should with clients. One of the essential elements of consultative selling is the ability of a salesperson to ask many questions at the right time and to ask difficult questions that the prospect isn’t used to hearing. When a rep would prefer not to go too far for fear of displeasing or losing the sale, he or she quickly runs out of questions to ask to move the sales process forward.<\/p>\n

Where does the need for approval come from?<\/span><\/h2>\n

The need for approval is not specific to sales; it\u2019s a question of personal growth and development. It\u2019s a primal need, and being without this instinct would inevitably affect our capacity to survive as a species. We surround ourselves with family and friends. We want to please them and be pleased in return.<\/p>\n

A person\u2019s need for approval has an impact on all of their relationships; positive if moderate, negative if situated in either extreme. Many books have been written on this particular subject, describing the impact that too high a need for approval has on relationships. It\u2019s unhealthy, even harmful, to put such high importance on another person\u2019s validation.<\/p>\n

So, while it\u2019s normal to want approval and to need to feel loved, the issue stems from where a rep looks for that validation.<\/strong><\/p>\n

Don\u2019t rely on your prospects to fulfill your need for approval<\/span><\/h2>\n

There must be a clear understanding of where and when it\u2019s appropriate to go looking to fill this need. It\u2019s inappropriate, and counterproductive, to rely on a prospect or client to fulfill this need. That is the number one condition for the need for approval aspect of sales DNA.<\/p>\n

A salesperson should look for it in colleagues, families, friends and sales managers, but never in clients and prospects.<\/strong><\/p>\n

To be a good salesperson<\/a>, closing a sale must outweigh being liked, that\u2019s the question we often ask concerning the need for approval. To score a 100%, closing a sale must be more important than to make their prospect happy.<\/p>\n

What are the symptoms of the need for approval in sales?<\/span><\/h2>\n