Get Psyched Up to Make Prospecting Calls

Recently someone asked me “What do you recommend salespeople do to get mentally prepared to make their prospecting calls?” 

Great question.  Take quiet time every morning to review your long and short-term goals and dreams.  Prospecting takes discipline.  Discipline is simply remembering what you want!  Get emotionally connected to what is important to you first thing in the morning.  Review your business plan.  Review your vision board.  Begin with the end in mind.  Set your intentions for the day.

To mentally prepare for your prospecting activity remind yourself of the value you bring to your clients/customers.  How do you serve them?  How do you make a big difference in their lives and businesses?  For example, I serve people by helping them enjoy more career satisfaction, to develop deeper levels of confidence and make more money.  Let’s go deeper into career satisfaction.  When people experience more career satisfaction, they smile more and have fun. Therefore everyone around them has more fun.  The more fun they experience, the more positive energy they generate. When someone is having fun, they are more tolerant and less critical of themselves and others.  In essence, I help people feel better about themselves and others.  That is truly serving humanity!

When you are focused on being of service to people, you cannot be immersed in self-centered fears that keep you from initiating contact. 

Please share how you serve people.  Love to hear your comments!    

The reality: A salesperson’s inventory is their prospect list

Yes, a salesperson’s product is not their inventory.  It is their prospect list!  If a salesperson does not have an ever growing list of qualified prospects, they are living a miserable life on the edge of chronic inconsistency.

There are five (5) components to any sales model:

1.Identify prospects (true, qualified, targeted prospects)

2.Initiate Contact

3.Introduce Yourself, Your Product/Service

4.Inform (sales presentation)

5.Influence them to buy from you!

Most sales training programs focus on Step #4 — once the salesperson is in front of a qualified prospect.  This is an important step, however, unless a salesperson has the ability to get in front of qualified prospects, all their sales training is moot.

Many salespeople are not emotionally comfortable with prospecting because they have not developed the emotional skill to handle their feelings while prospecting.

There are four steps in overcoming Sales Call Reluctance:





Aware:  How do you know if you are experiencing Call Reluctance?  Take a look in your wallet!  That is where it shows up first.  Then take a look at your calendar.  How many appointments do you have with new buyers this week?  That is where call reluctance shows up — on your calendar.

Assess:  The SPQ Gold is the only assessment in the world that measures the 12 types of Sales Call Reluctance.  This is the current reality step!

Admit:  Sometimes this is the hardest step.  Admit that you have self-imposed limitations and beliefs that are keeping you from profitable prospecting.  Sometimes people are trapped by their pride and cling to their limited beliefs.  It is refreshing to take a deep breath and admit.

Apply:  Yes, the good news!  There are proven techniques to overcome Sales Call Reluctance.  There is no magic bullet. With a disciplined process you are on your way to consistently building your inventory of qualified prospects.

Connie Kadansky

Facilitator of Behavioral Change

SPQ Gold Sales Assessment

Did you know that the SPQ*Gold Assessment developed by George Dudley and Shannon Goodson is the only assessment in the world that measures Sales Call Reluctance?  This assessment has 21 different measurements and “telephobia” is only one of the 12 types of call reluctance.  Have you ever hired a call reluctance salesperson?  What was your experience?