A few years ago, I was coaching a rookie executive recruiter. He was former military and had tremendous discipline and drive. He worked hard on learning his new career. He made his 60+ calls a day. As beginner’s luck would have it, within four months, he had a $50,000 month. A beginner’s dream. Then something interesting happened. The next month he had zero income. The second month – zero. The third month – zero. He left the industry. At the time, I thought, hum . . . he must have outperformed his own sense of value.
What is your sense of value? Do you experience yourself as a priceless human being who is an essential piece of the success puzzle, no matter what you do? It is becoming clearer as the minutes go by that we are interdependent.
When your sense of value truly registers in your heart and your conscious mind, you will never doubt your worth.
Who depends on you to do your job? Who relies on you to follow through?
How do you remind yourself that you are instrumental in fulfilling your place in this world? Do you see yourself weaving your gifts, talents, skills, knowledge, courage, empathy into the tapestry of your marketplace?
Salespeople are in a quandary. During this crisis, should they be proactively prospecting?
Answer: It depends!
Is your product or service considered to be a First Responder?
When the house is on fire, the first responder runs to help. Some products/services are entirely appropriate to proactively promote, for example, medical supplies and testing, technical solutions, marketing messaging services, crisis management, human resources, financial services, insurance, public relations, complex problem-solving answers, attorneys, investor relations, recruiters, the list goes on.
If a house is on fire, certain products/services can wait. You don’t try to sell the fire-fighter a promo product. The promo product salesperson is proactively adding value to the PR and crisis management firm.
What do your prospects need right now? If they need money to stay afloat and are scrambling to get credit lines and loans and you don’t provide anything close, give space. Work on developing your plan for the future re-build and re-bound.
What tools are you developing to be of more exceptional service and value to your clients/customers?
Consider this your call to action…
Eliminate Call Reluctance Now!
Call (602) 380-5431 today.
“Connie spoke to the National Speakers Association of Arizona. Her topic – You are the Differentiator: How to Promote Yourself Most Effectively – was exceptional. Connie gave us great information about identifying sales call reluctance and how to put yourself front and center with prospects. Members had nothing but good things to say about Connie. I recommend her as a speaker, coach and trainer.”
Conscious adaptation to current reality moves us to turn on our innovative and creative brain.
How has your vision for the future changed? Vision is the first place where you engage your thinking about what is possible. Ask yourself: Why am I here? How will I be successful?
New possibilities cause you to see new goals and feel like you can achieve them. New possibilities are the foundation where new business is built. Ask yourself: What is the best thing that could happen in my business?
How do you challenge yourself to see things from different viewpoints than your usual ones? Challenging our viewpoints makes us see things more clearly and arrive at better conclusions. Think about a business challenge you’re currently facing right now. To what degree can you accurately describe the perspectives of 3-5 prospects who are also facing the same problem?
What are you measuring? We cannot manage what we do not measure. Whatever we measure improves. Ask yourself: What is my success measure?
Asking yourself these types of questions cause your executive brain to get to work on creating your new reality.
We cannot go back to a world that no longer exists. Some professions will return to the tried and true fundamentals and others will not.
We will be forced to look at business in new ways. Outmoded tools and thinking no longer serve.
We must discover new innovative ways to face challenges that have no solutions and make decisions anyway, according to Bob Johansen, futurist and author of Leaders Make the Future.
Making decisions from old patterns is misguided. Clear thinking leads to regeneration of new tools to make strategic decisions. It involves exploring all possible alternatives and coming up with new and innovative ideas that contain within them solutions to the extraordinary challenges.
How important is it to you to find new ways to navigate through the disruption?
What do you find intimidating about this particular situation?
What needs to happen for you to engage your innovative capabilities?
Those are three coaching questions!
Conscious adaption to new ways in business and life will be the ticket to moving into the new realities.
Are you feeling like you are on a unicycle peddling across a rope, trying to juggle four balls at the same time?
A professional certified coach can be your thinking partner. What questions do you have? email@example.com
Are you not prospecting consistently because you have difficulty asserting yourself?
Are you afraid to incite conflict by asking discovery questions?
Are you afraid you will appear pushy or intrusive?
Are you sociable but not necessarily outgoing?
Are you building a number of relationships but not meeting your production goals?
Are you paying for lunches, dinners and golf games but not breaking even?
If your answered “yes” to three or more of the above questions, you may be suffering from yielder call reluctance.
The first step is to be acutely aware of your emotional desire to want approval from your prospect — to be a friend versus a respected guide.
What if you positioned yourself as a guide to your prospect? A guide has empathy for their prospect and shows authority — positioning yourself as credible and demonstrating your credibility so the prospect sees you as someone who can help them solve their problems and achieve their goals.
What if you decided that your assertive discovery questions were invaluable to your prospect? You are doing them a favor to ask questions so they can hear themselves answer.
To ask for the business requires a salesperson who knows you are instrumental in helping your prospect avoid pitfalls and achieve their goals.
To register for the upcoming webinar which will help you confidently assert yourself in your selling process, please click here now: https://zoom.us/webinar/register/WN_66acU-9pRvu3wOYVNWs47w
There comes a time, when all salespeople emotionally reconcile to the fact that their fate is in the hands of their prospecting activity.
Unfortunately, sometimes it seems like it is too late. The habit of procrastination and the negativity has built up so much that it is hard to shift your self-image when it comes to successful prospecting.
However, it is never too late to take responsiblity and do the internal work it takes to develop prospecting skills!
The four steps to overcoming Sales Call Reluctance are:
Aware: Become aware that you are not prospecting. Your appointment calendar reflects lack of appointments and your bank account balance is not something you are proud of.
Assess: Take a complimentary https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/ or invest dollars and time into taking the SPQ assessment that measure for Sales Call Reluctance. Find out which of the 16 types of Call Reluctance are interfering with your prospecting success. (Talk to Connie Kadansky at 602-997-1101)
Admit: Surrender to the fact that your Call Reluctance is costing you big bucks and you are going to stop hiding, denying and suppressing it. It is okay to experience Call Reluctance! It is learned behavior and you can unlearn it.
Apply: Proven techniques to Overcome your fear of prospecting. There is not just one generic solution. There are several solutions that are prescribed, depending on the type of call reluctance you are experiencing.
Please feel free to register for the upcoming webinar on How to Overcome Sales Call Reluctance! https://attendee.gotowebinar.com/register/5208480422035165953
A seasoned top sales producer was experiencing such a terrible bout of call reluctance that he started looking for another job. His last ditch effort was to admit his call reluctance and get specific coaching. He emailed this message today “I feel like I accomplished more this week than I have for quite a while. It is amazing what you can achieve. I am excited to share my progress.”
Sales Call Reluctance is an emotional hesitation to prospect and self promote. People who experience Call Reluctance perceive prospecting as an emotional threat.
To overcome Sales Call Reluctance requires “Thought Realignment,” or changing your internal conversation around prospecting. Ask yourself “What if” questions, for example, “What if you had an unlimited supply of ideal prospects?” “What if you left a voicemail message and the prospect called you back? “What if you called one prospect at a time, ten times a day?” “What if you called ten people today and three people called you back next Monday?”
When your internal conversation is fearful, you are engaging your limbic center of your brain — or the fear center which causes you to fight, flee, freeze or appease.
When you ask yourself “what if” questions, you are engaging the pre-frontal cortex of your brain, which is the executive center of your brain. This brain region has been implicated in planning complex cognitive behavior, personality expression, decision making, and moderating social behaviour. The basic activity of this brain region is considered to be orchestration of thoughts and actions in accordance with internal goals.
Register for webinar to learn more about the neuroscience of prospecting!
Did you know when your hands are warm, it literally tricks your brain into being calm?
Call reluctance, the emotional hesitation to prospect, causes blood to be rerouted from your extremities to your vital organs. This is the body’s reaction to protect the vital organs from perceived harm. That is why your hands tend to turn clammy and cold when you are distressed. They have less blood to warm them. Clammy hands may be enough to trigger your call reluctance button.
Experiments conducted in the Fear-Free Prospecting and Self-Promotion workshop illustrate the point. Initial fingertip temperatures were obtained from all participants. Then the group was told that two of them would be selected at random to make cold calls in front of the group. A second series of fingertip temperatures were taken, revealing an average drop of six to ten degrees. Call reluctance is merciless. It even saps the blood from your fingers.
Prepare a hot water bottle before you starting telephone prospecting. It is powerful and can be used to block many episodes of call reluctance before they get started. You be the judge. Give it a try. Experience how much warmer your tone and your experience.
Take a short online quiz to find out how much Sales Call Reluctance is Costing You. https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/
Without a strong emotional connection to the why behind what we are doing, very rarely will we persist through Sales Call Reluctance. Creating a vision that magnetizes salespeople beyond their fear is key to profitable prospecting. We must have something that is stronger to which we can anchor our attention.
Without an effective plan that clarifies and focuses on high-valued activities, roller coaster activity is scarey for the bank account and disheartening to our spouses and families.
Without process control that consists of a set of tools and events that aligns our daily actions with the critical actions in our plan, there is no assurance of consistent money-making activities.
We cannot manage what we do not measure. Whatever we measure improves. All star performers measure everything because it is the anchor to reality. Are you courageous enough to measure your high-valued activities?
Everything happens in the context of time. Do you have the self-control and self-discipline to make wise decisions on how you spend your time? Time-management is self-management.
If you want to truly get a strategy and structure in place for Profitable Prospecting in 2017, check out https://www.exceptionalsales.com/12-week-year/ that will ensure and guarantee your success!
Many people think that being held accountable is all about consequences. Accountability is not about consequences. It is about ownership. Accountability is a character trait, a life stance, a willingness to own your actions and results regardless of the circumstances.
Accountability is “choosing to” not “having to.”
“I have to prospect today.” or “I choose to prospect today.” Having to do something is like having a bowling ball tied to your ankle. Could cause pain. Choosing to prospect is a completely different mindset.
When we embrace choice, we move from mediocrity to greatness.
What are you willing to commit to, be accountable for and take ownership of?