Distractions come in many shapes and sizes. For salespeople it can range from social media all the way up to personal life issues.
Distractions can also be as simple as the salesperson thinking, "I'll call them tomorrow because they are probably at lunch or busy".
The most dangerous distraction is the one the salesperson creates themselves that halts the sales process.
This distraction directly impacts sales more than any other exterior one.
Here are some examples of self-generated internal distractions:
"I already called them twice, they will be annoyed if I do it again"
"They went dark, so they must not be interested"
"They didn't really show that much interest in the beginning"
"I'm not sure they are really invested in solving their problem"
"I don't think this is a good lead"
At the root of these is the salesperson's lack of persistence.
They cannot continue the sales process, because they cannot persist past the blocks the prospect throws their way.
And at the root of that is their lack of training.
A truly confident salesperson knows that prospects will throw anything at them to slow down the sale. And they are prepared to overcome those objections and persist until the sale is done.