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The director of a major bank branch asked: "Why do not you sell more?. The bank is open almost all day, and my people should be selling more products and services to our customers, but it is not."

Ask something like, one way or another, many entrepreneurs, overwhelmed by the pressure to grow their businesses. The company's growth has been linked traditionally to increase sales, because to date, companies have found other means of increasing their income. After the failure of many business strategies, executives blame their employees not to sell their products more enthusiastically to clientes.La answer to the question "why not sell more" goes beyond business skills. Not resolved with courses or seminars on sales or motivation to empleados.El real problem is the loss of faith in the products or services that employees represent and sell.

In the last five years has eroded the relationship employer / company. Companies focused on internal efficiency programs at the expense of employees and the quality of products and services offered. As a result, employees were reducing their commitment and identification with the company, while they witnessed the devaluation of the products and services of the company they work for. Additionally, companies reduced the number of employees, and therefore its ability to deliver products or services to the satisfaction of the clientes.Como result of this process, employees have lost faith in the products we represent.

"I am negotiating a contract for half a million euros" - said an employee of a leading CRM software to download for free - "I know that the product will not work on client site, but still, I'm trying to close the deal. Do not I told the truth to the client, and I have a real conflict between my personal values ​​and the demands of the company. My only consolation is that I will leave the company and not have to face the customer when the product fails. "

Most employees can not leave the company, so self-imposed restriction and only sell the products you fully believe, or have no choice but to sell. They also offer discounts as compensation for the inordinate disappointment that they think their customers will suffer.

These are the main reasons why employees are reluctant to sell more: - Fear of offending or losing a client feeling that customers know what they really need, feeling that sales are only for people not knowing how aggressively conduct a sale-sale feeling that forces the customer to buy something against their will, little conviction in the value of their products-Low Product conviction that the work-little conviction in the company's commitment to its customers

Employees are driven by a "fear leadership" and believe that their competitors are better. They fear that the product is expensive. They fear offending the cliente.Estos fears are the result of their lack of belief in the capabilities of their products, and commitment of your company with clientes.Las companies face this problem. Order is not enough sellers to sell more, you need to restore confidence. Vendors are personally involved in the sale process because its credibility at stake and need to be convinced that doing the right thing.

The cost reduction programs in business have resulted in a reduction of employee trust. The company needs to sell to employees so that they can, in turn, sell to customers. After all, how do you expect to convince customers, if you can not convince their own employees?