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?
Sales Call Reluctance is the emotional hesitation to prospect and promote. It is an invisible self-protective barrier that keeps salespeople from earning what they are worth.
There are 16 types of Sales Call Reluctance. Telephobia (fear of telephone prospecting) is one of the easiest to overcome! Two Americans won a Nobel prize about their research of the brain and the sense of smell in 2004. Many of my clients, including, but not limited to, five (5) former military fighter pilots used the sensory injection prescription to overcome their telephobia. Email me if you want more details on sensory injection. It’s too technical to explain in this short post.
There are four steps in Overcoming Sales Call Reluctance:
- Aware that you are not setting enough appointments to reach your goal. Aware that you are not making the kind of money you want to make.
- Assess your call reluctance. You can invest dollars in a comprehensive assessment or take a free assessment with only your first name here: Prospecting EKG
- Admit your call reluctance. This can be the most difficult step. One must surrender to the fact that you are experiencing call reluctance. Call reluctance rarely gets better without admission and intervention. Once you admit, you are on the road to solution.
- Apply proven techniques to overcome call reluctance which requires conscious shift in perspective.
What would it be like to pick up the phone and make prospecting calls without fear? Consistent, confident prospecting simply becomes part of your business day!
Please register now for a complimentary webinar that provides further solutions to this energy-draining challenge. Click here to register. If you are not available on the day and time, register and you will receive the recording. How to Overcome Sales Call Reluctance
Connie Kadansky can be reached at firstname.lastname@example.org or 602-997-1101
Way back in 2001 when the Arizona Diamondbacks won the World Series, Pitcher Curt Schilling shared one very important mindset that he attributed to his success.
Prior to his big wins, he admitted to pitching, one inning at a time. He had talent, but was not that successful. After retaining a performance psychologist, he started focusing on “one pitch at a time.” That’s it!
For salespeople instead of making 25 prospecting calls a day, what about making one call — 25 times a day?
According to NY Times bestseller, 12 Week Year: “Greatness is not achieved when a great result is reached, but long before that, when an individual makes the choice to do what is necessary to become great. Results are not the attainment of greatness, but simply confirmation of it.”
Mike Ferry, a seasoned IT sales guy, generously shared his formula for a Cold Call Conversation in this short under 20 minute interview:
New prospects are the life-blood of business! The magic number of 25 prospecting calls a day usually results in high-value lead generation. For some salespeople, it can be tough to get in the “zone” to prospect. Here are a few tips:
Start with an outward mindset. You must give a darn about your prospect and perceive them as a human being versus a vehicle that is going to get you where you want to go. What are your prospect’s key objectives, challenges, burdens, and trials? How does your product/ service solve their problem? Prospects can “feel” your motive through your tone. You cannot hide selfishness anymore.
Read your personal vision before you make your calls. If you do not have a vision for your life and business, your personal connection to influencing prospects is dramatically diminished.
What the mind accepts is that which the individual agrees with through his/her attention, by letting the two become one. When the mind accepts and agrees with a vision, the individual’s thoughts and actions physically create the vision. Whatever you let your attention rest upon, you are agreeing with and accepting it. Though the attention to you have given your vision, your mind becomes fused with it. You will then be emotionally resilient and unstoppable.
The upcoming webinar will include seven ways to set yourself up for profitable prospecting. http://bit.ly/2bcdnvq
A top performing real estate agent disclosed the key to his success. His optimistic, energetic mindset around selling is noteworthy.
He shared that the day that he “got” that he is a professional lead generator first and foremost who happens to sell real estate is the day his business started to thrive consistently.
How do you feel about being a professional lead generator first and foremost who happens to sell whatever product and service you sell?
Recently, I challenged a group of 171 salespeople who attended one of my Fear-Free Prospecting Webinar with the notion that they were “salespeople.” Many of them were taken aback by that notion and a few chose to be offended. “What about my degree? What about my certifications?”
However, many agreed that adopting that mindset would help them in their careers.
If you solve people’s problems for a profit you are a salesperson. Guess what? It’s okay to sell your products and services!
A couple years ago I was working with a company who sold web-based services to plastic and cosmetic surgeons throughout the United States. It was interesting that the surgeons who had accepted the fact that they were marketers first and foremost had a waiting list of patients. The surgeons who resented the marketers in their industry, were closing their second offices and were only working three days a week. They thought that if they identified with being marketers that it diminished their “board certified” status. Which mindset makes more sense in this fast-paced business world?
Role Rejection Call Reluctance is when people over-identify with negative stereotypes about salespeople. They are actually ashamed of being in sales. They have an internal conflict that costs them big bucks.
The good news is that it’s possible to shift your mindset and accept the fact that you are a professional lead generator first who happens to sell (what you sell). It’s okay to sell!
How much fun will it be to be free from internal conflict around being a salesperson and prospect with ease?
Connie Kadansky, Sales Call Reluctance Coach and Trainer, 602-997-1101 or email@example.com
Today I was reading another book by Torkom Saraydarian entitled Initiation, the Path of Living Service, and I quote “excuses are only temporary escapes. They cannot be confirmed by one’s conscience.” That is truly profound and worthy of attention.
How many times do we set out to prospect for new business and then betray our commitment to self and find something else to do? Our logical brain will always step in to justify the self-betrayal.
Did you know that the top sales performers are having at least 10-12 appointments a week with qualified buyers? Some salespeople share that if they just had six appointments a week, they would achieve their goals.
What is your favorite excuse for not prospecting on a consistent basis?
A deeper question: What is your excuse for not achieving what you say you want to achieve?
Coming face-to-face with our shortcomings can be very liberating!