This is what our lemon tree looked like! We had picked all the low-hanging fruit so this weekend I was determined to pick the lemons that were way, way out of reach. (By the way, we live in Phoenix, Arizona USA– where the sun shines 350 days of the year).
My neighbor loaned me her fruit picker and I promised her fresh lemons. (Reciprocity: the first component of Influence)
As I was going about this task and carefully positioning myself so that I didn't get scratched by the sharp thorns, it become so clear how similar it was to sales.
How many of you are noticing that there is NO low-hanging fruit in your industry? It has been picked!
The first thing you need to do is notice that there are a lot of beautiful ripe prospects at the top of the tree. Next you need to have the right tools, without which you will not succeed. Do you have the right tools to achieve your goals? You must possess the dogged determination to get to the qualified prospects and experiment with how you are going to position yourself. You have to be okay if you get a little scratched up. Get momentum so when you are on a roll, you keep moving. What joy to be able to pluck the fruit one by one. You can do this with prospecting with the right Strategy, Structure and Execution.
If you are still walking around your "tree" hoping to find one of the hidden prospects within your reach, go for it. However, the #1 rule in profitable prospecting is: Do Not Kid Thyself.
Connie Kadansky, Sales Call Reluctance coach, can help you stop kidding yourself and knuckle down and get moving. 602-997-1101 or email@example.com