In this fast paced business world, your product is not unique; your service is not unique. You are the unique differentiator in your marketplace. Yes, your process may be unique. However, you are the unique person who influences your prospect to engage in your process; right?
In our culture, it is not the hardest working, the best prepared or the hardest working who get the business. The salespeople who get the business are the ones who are most willing to self-promote.*
When you read the words self-promote? What is the first thing that comes to mind? Is it a negative reaction? Do you feel disdain or jealousy towards people who self-promote? Do you “get” that it is important, but are still uncomfortable with the concept?
We can distort and contort the selling process to make it more palatable all day long. We can call ourselves anything we want to call ourselves – but salespeople. However, the quicker people accept the fact emotionally and mentally that they are selling something and it’s okay, the faster they will move into success.
When we solve people’s problems for a profit we are salespeople. Cosmetic surgeons, dentists and lawyers are selling all day long. This does not diminish their profession in anyway. They are in a “for-profit” business that requires selling. The people who are tone deaf around the fact that they are salespeople are suffering and will continue to suffer under the “fixed” mindset.
Role Rejection Call Reluctance is toxic in many industries – financial services and insurance in particular. Role Rejection Call Reluctance is where people have discomfort and shame around being in sales.
Admittedly, there are many salespeople out in the market who have underdeveloped skills. Why do we identify when them, opposed to identifying with the Pros?
Mindset is what differentiates the amateurs from the professional salesperson. Mindset is your set of beliefs about you, your product, your service, your market, your prospects, your ability to influence prospects, your ability to engage, your ability to have prospects open up and share their situation, etc.
When people experience Call Reluctance, they are in a “fixed” mindset. Guess what? You can shift your mindset! Yes, indeed, it is so possible.
How about adopting this mindset: “I am a professional lead generator who happens to sell ______________ (fill in the blank.) What happens after this shift? You will experience prospecting as an adventure! WoW! That’s when you become emotionally resilient and unstoppable.
*Research by George Dudley and Shannon Goodson, Behavioral Sciences Research Press.
Connie Kadansky helps salespeople get their “ask” in gear and Overcome Sales Call Reluctance. Please call 602-997-1101 or email firstname.lastname@example.org