How do you feel about the world? Do you think it is beautiful? In your mind’s eye do you see the beautiful pictures of the earth from many different angles? Or do you see it as “doomed” and you are losing faith in humanity?
According to Dr. Dr. Wayne Dyer “What you think of yourself is what you think of the world.”
We cannot be pessimistic about the world and optimistic for ourselves.
Want to shake yourself out of the duldrims? Start listing ten (10) people who are you are deeply grateful for right now. Choose one and write one paragraph listing all the reasons why you appreciate them. Send them your paragraph.
It is impossible to have a negative thought that follows with a “positive” emotion. Out there in the selling world, your attitude speaks so loudly your prospects cannot hear what you have to say. Your attitude comes through in your voice, your tone.
Prospects are attracted to optimistic salespeople who are confident. Confidence breeds confidence. One of the quickest ways to get motivated and positive is to develop the habit of gratitude.
If you are interested in becoming more optimistic, Wes Hopper has created an amazing gratitude ebook <"http://www.dailygratitude/2010ebook.html">
“What you think of yourself is what you think of the world.” Ponder on that one.
It’s sales trainers and sales managers, according to George Dudley and Shannon Goodson, world-renowned behavioral scientists. Their research shows that some sales trainers and managers actually are contaminating the very people they intend to inspire. They start out on Monday morning and say “get out there and sell, sell, sell, but don’t be like a salesperson.” There are salespeople who are very sad about their production, because they are ashamed of their role. They feel that people reject them because they are salespeople so they try to act like “consultants” or “account managers” in order to disguise their role. They believe that sales is an unacceptable career.
The fact is the prospect knows that the salesperson is a salesperson and often they are okay with it. If you have a strong value proposition and you are calling into a market that you know needs, wants and buys your services, you are serving your prospects to reach out to them.
If you suffer from Role Rejection Sales Call Reluctance, you must immediately work on shifting your mindset. 1) Admit that you are ashamed about being in sales. 2) Start seeking out salespeople who love what they do. Have conversations with them about their profession. Some of the best salespeople are children of top producers. They were taught early on about self-promotion and the value of being in sales. 4) When you get prospected by a salesperson, treat them with the respect. Listen to their approach. Notice what works and what doesn’t work. Model what works. 5) Challenge your negative perspective. Write down some alternative possibilities so you can get away from a fixated, costly mindset. 6) Stay away from “consultants” and people who have role rejection call reluctance cooties. They can contaminate you.
Connie Kadansky helps salespeople improve their emotional and technical prospecting skills so that they significantly increase their number of appointments and they sell more. connie@exceptionalsales.com or 602-997-1101
There is a 34% chance of achieving a goal if you set it and write it down. Are you impressed? 34%? However, if you set a goal, write it down, formulate daily action items, share the action items with a friend/coach/manager AND report in on your progress, your chances of achieving the goal goes up to 76%. That is more impressive; right?
For two months, I have been writing my daily action plans and sharing with my coach. My achievements have accelerated noticeably. I have gone gluten-free, I am exercising more, making more phone calls, setting more appointments, facilitated a successful webinar, have gone days without looking at the news. Those are just a few.
I challenge you to find someone who you will commit to be accountable to on a daily basis. Oh, did I mention, I signed a contract with my coach? Yes, so on the days when I don’t feel like doing something I committed to, I think of the contract. It is a real kick in the pants!
Here is the link on the research referred to in the first paragraph.
*Matthews, G. (2007); Study backs up Strategies for Achieving Goals. http://www.dominican.edu.dominicannews/study-backs-up-strategies-for-achieving-goals.html. Retrieved February 24, 2011
. . . record your calls and listen to them!
Dr. Birdwhistle of the University of Pennsylvania said that when we are on the phone 73% of our communication is our tonality, which includes volume, pitch, inflection, speed, intonation, quality. If the stakes are so high, why not listen to how you sound when you are prospecting? Only 27% of the communication are the words that you speak.
My courageous clients invest in the time and effort to record their calls. They accelerate their success by being vulnerable and eavesdropping on their conversations. One client said “I sounded like a bull in a china closet. I interrupted them constantly. I was too loud. No reason I am not succeeding.” He went on to immediately self-correct and started successfully setting more appointments.
http://www.newcallsolutions.com will set you up to record your calls. It’s easy.
Connie Kadansky helps salespeople improve their prospecting skills so that they significantly improve the number of appointments and they sell more! 602-997-1101 or connie@exceptionalsales.com
The highest rewards do not go to the most intelligent, the best prepared or the hardest working salespeople. The highest rewards go to the salespeople who are most willing to self-promote. Yes, it’s true! George Dudley and Shannon Goodson in their best selling book The Psychology of Sales Call Reluctance have found that across industry lines, the top producers are the self-promoters. What can we learn from them?
1.Effective self-promoters position themselves so that they get noticed. They manage their visibility. They are always working and developing their current network. However, they are always looking to develop new prospects and networks.
2.Effective self-promoters make sure that people remember them. One of my clients, a financial planner, is a CFP (certified financial planner) and a CPA (certified public accountant) plus he has massive experience in real estate development. A very small percentage of financial advisors have that distinction. He lets prospects know what percentage of financial planners are CFPs and what percentage are CPAs — which is very small percentage. People remember him.
3.Effective self-promoters are consistent in their proactive prospecting. They know their numbers. They know how many conversations that they need to have in order to land an appointment. They get into a rhythm of consistency.
In which of the three areas are you excelling? Which area do you need to improve?
How can you create a large income if you aren’t willing to let people know about your product/service? “Willing” is the operative word!
Connie Kadansky helps salespeople of all types self-promote ethically and effectively. Connie@exceptionalsales.com 602-997-1101
Salespeople who suffer from Role Rejection Sales Call Reluctance usually resent salespeople who prospect them. Role Rejection Call Reluctance is when salespeople have an unresolved guilt, shame or discomfort about being in sales. They do their best to disguise their identity when prospecting. However, their prospect knows what they are doing. Have you ever had a salesperson tell you that they aren’t trying to sell you anything? Yeah, right. It’s okay to be a salesperson! If all the salespeople took a day off the economy would come to a halt.
If you resent salespeople who contact you, guess what? When you prospect, you will carry that resentment over into your prospecting and think that your prospects resent you. It is very costly to carry resentments. This is a negativity trap.
Here is your challenge! Next time a salesperson prospects you. Give them 100% of your attention, listen and encourage them. Tell them that you admire them for their efforts. Yes, this includes the telemarketer! Because they are doing what salespeople are paid to do: prospect. Admittedly some do a better job than others. Let’s learn from them on what works!
Connie Kadansky helps salespeople prospect strategically with comfort and consistency. connie@exceptionsales.com or 602-997-1101
I get the biggest kick out of sales managers and sales trainers who tell their salespeople “get out there and sell, but don’t be a salesperson.”
There is nothing wrong with being a salesperson! Salespeople are falling all over themselves to stop being “salesy” and guess what? They are fooling no one. Their prospect knows that they are a salesperson and most prospects are okay with it.
Selling is exchanging goods and services for money. How you go about selling is a different story. Yes, I agree that we salespeople need to add value or we are worthless. However, that is a given; isn’t it? Your product or service has value for someone or you wouldn’t be selling it.
Role rejection call reluctance is costly and contagious for individuals and organizations. George Dudley and Shannon Goodson, authors of the Psychology of Sales Call Reluctance state that “Role rejection call reluctance occurs when a salesperson is intellectually willing but emotionally unable to accept a career in sales. Role rejection call reluctance is like the heart transplant patients showing the first signs of organ rejection while insisting they feel great.”
Negative sterotypes of salespeople etch deeper with each repetition into the psyche of salespeople disposed to Role Rejection.
The good news is that role rejection can be diagnosed and addressed head on. The #1 carriers of Call Reluctance are sales managers and sales trainers according to Dudley and Goodson.
Let go of the misconception that there is something wrong with selling. Connect with your laser-sharp value proposition. Revisit the benefits of your product or service and shift your perspective.
Connie Kadansky, Sales Call Reluctance coach and trainer, helps salespeople get their ask in gear and step confidently into the selling world! 602-997-1101 or connie@exceptionalsales.com
How do you feel when a salesperson prospects you? Come on, fess us — because your candid answer to that question may hold the key to whether or not you’ll become wildly successful. Do you feel irritated and annoyed when a salesperson prospects or attempts to sell you? If you do, you may have what’s been termed as Role Rejection Call Reluctance. This type of call reluctance is fueled by feelings of shame about selling or even outright denial that selling is part of your job.
When salespeople associate selling with negative emotions, that association can’t help but be carry into your own prospecting. Why? Because when you veiw other salespeople in a bad light, some part of your brain (even if you’re not aware of it) projects that viewpoint onto others, including yourself.
Successful salespeople are comfortable in their role. They are emotionally connected to their value they provide.
Role rejecting salespeople usually do not fully believe in their product or service that they are offering or they don’t feel it has high value. If you are ashamed of what you do, you need to either change jobs, develop an authentic value proposition and/or shift your perspective about selling.
Connie Kadansky specializes in coaching salespeople of all types through their Sales Call Reluctance issues. connie@exceptionasales.com or 602-997-1101
Last week I listened to a prospecting call of a #1 producer in the long term care industry. The good news: It was brilliantly delivered ! His tone was calm, authentic, non-threatening and truly credible and trusting. His company shared the prospecting call and word-for-word script with all their salespeople to mimic. The bad news: Other salespeople are not having success using the script.
What gives?
Remember that when you are prospecting 100% communication is taking place. 27% are the words you speak. 73% is the tonality of your voice. Yes, the pitch, inflection, volume, tone, speed, quality.
Whatever is going on in your head at the time you are prospecting is going to be reflected in your voice. If you are thinking negative, fear-based thoughts when you are prospecting, it will reflect in your voice.
Pre-play how you want to “be” on your prospecting calls. Focus on your value proposition. Emotionally connect to the value you provide. Be present. Be genuinely upbeat!
Highly recommend you record your calls and review them for tone!
Connie Kadansky, Sales Call Reluctance coach helps salespeople prospect with confidence and consistency. 602-997-1101, connie@exceptionalsales.com
