Articles

You have trillions of neuronets in your brain. Which ones are connected to your prospecting activity?  When you think about prospecting, what is the thought that pops into your head?  Do you automatically think “opportunity!”  or do you think “well. . . I’m not good at prospecting.”

To overcome Sales Call Reluctance, you will have to re-wire your brain and create new neuronets around prospecting.  Sound a little complicated?  Well, it doesn’t have to be.  To overcome Sales Call Reluctance you will create new habits of thought!  Yes, habits of thought.

You won’t have to get to a place where you jump for joy when you think of prospecting. However, to create new habits of thought that are consistent and sustainable, I recommend you create new neuronets of “calm acceptance.”  Prospecting is simply a component of your sales career.  When you choose “acceptance” and stop pushing against prospecting, you will move forward with efficiency.

For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at [email protected]

Specializing in helping salespeople get their “ask” in gear!

Sales Call Reluctance is a registered trademark of Behavioral Sciences Research Press.

Sales Call Reluctance is the emotional hesitation to prospect.  If you are afraid to prospect, what is the first step in overcoming your Fear?

Admit it!  It’s nothing to be embarrassed about.  Living with it needlessly is.  Take a deep breath, and say to yourself “I experience fear when I think about prospecting.”  It’s okay — Hiding, denying and suppressing your fear is costing you BIG dollars and confidence.

Next step.  Assess your call reluctance.  Please take a free prospecting EKG at https://www.exceptionalsales.com/services/workshop-training/your-prospecting-ekg-complimentary/.  How did you score?

Now, if you want to take the next courageous step, invest in the diagnostic assessment so that you can find out exactly what type of Call Reluctance (there are 12 types) you suffer from and to what degree of intensity.  Many people are too harsh in their self-criticism and find out that they are over-dramatizing their call reluctance issues.  There is a financial investment to take the official SPQ Gold assessment . It includes an in-depth coaching session. This diagnostic can relieve you of much fear and stress and give you strong direction in moving forward.

The Psychology of Sales Call Reluctance is a textbook that includes the behavioral prescriptions to overcome Call Reluctance.  It is a world’s best seller and is content rich.  Highly recommend you purchase this book. (If you invest in the assessment, the book is included)

For help in any aspect of Sales Call Reluctance and Profitable Prospecting, call Connie at 602-380-5431, email her at [email protected]

Specializing in helping salespeople get their “ask” in gear!

Yes, it’s true!!  You can polish yourself up, adjust yourself a bit – and “improve” a tad and still essentially be the same person with the same business. These times call for transformation.  The business world is transforming before our very eyes and it will never return to what it “used to be.”

Transformation starts from within.  Instead of thinking of what you need to “do” – the real question is who do you need to “be” in order to achieve your goals?  To start this process, fill in the dot, dot, dot.  I am at my best when. . . (list a minimum of ten things).  For example, I am at my best when I am meeting with clients.  I am at my best when I keep my word to myself.  I am at my best when I have appointments with prospects on my calendar.  I am at my best when I have a plan for the day.   Keep adding to your list.  Type it up and make several copies and placing them strategically around your office, car and home.  Your mind will act upon your ideals.  You will focus on identifying with your ideal and being at your best and you just may “live up to it!”