Sometimes when salespeople are struggling with sales performance they have something going on in their personal life that is keeping them from focusing on business. For example, a relationship challenge, an aging parent who needs care and attention, settling an estate, child that is in trouble, to name a few. Until this issue is addressed, nothing changes and the chaos keeps mounting.
This is where an exceptional coach can make a significant difference. They will be able to diagnosis and identify exactly what is going on and then help the client decide whether to address the issue through coaching or psychotherapy. A credible coach knows how to help clients stop hiding, denying and suppressing their pain. Putting a band-aid on a situation that is clearly out of control is not responsible.
Many times when my clients engage with me about overcoming Sales Call Reluctance, we find that they have not done enough deep-rooted homework to set themselves up to succeed. For example, getting clarity on their ideal client/customer, getting clear on the value that they provide for their clients on several different levels, working with a 21st Century script, developing a mindset of positive expectancy, setting the intention to be successful and coming clean on certain habits that are sabotaging their success.
Sometimes the performance issue is simply that clients need more training/coaching and experience.
Stop and ask yourself this question: What is at the bottom of my performance issue? Am I saying one thing and doing another? Is this why I am suffering? Is this why I am in psychological pain? It can be a small contradiction that can throw you for a loop. Once exposed, moving forward can be easy.
Connie Kadansky, Sales Call Reluctance coach, helps salespeople get their ask in gear!