When you reach out to prospects and they are not responsive, what do you make it mean? Do you make it mean that they don’t like you? That they don’t like salespeople? That they love their current supplier or provider? That they are a jerk? That prospecting doesn’t work?
As humans we are meaning making machines. We make up stories to help us psychologically cope with our experiences. The good news is you can stop the stories and create a profitable prospecting perspective that yields successful results.
What if you reconciled to the fact that you are a professional lead generator who happens to sell (insurance, financial services, software, etc.)? When salespeople adopt this perspective with every fiber of their body, their prospecting becomes an adventure and they become masters at the emotional aspect of prospecting.
The first step in overcoming Sales Call Reluctance is to be aware of it. How do you know whether you have call reluctance? Check your bank account and your appointment calendar.
The second step is to assess your call reluctance. There is assessment that you can financially invest and find out exactly which of the 12 types of Call Reluctance you experience which includes a plan for your way forward. If you are mildly curious you can take a free assessment at Prospecting EKG
Third step in overcoming Sales Call Reluctance is to admit that you are emotionally hesitating to prospect and promote your product or services. Sometimes intellectual pride blinds people from admitting the reality that will set them free.
The fourth step is to apply proven techniques to overcome Sales Call Reluctance. The foundational prescription is Thought Realignment, using observation and shifting your mindset and emotional connection to prospecting — realigning, reorienting your internal communication around the prospecting experience.
Feel free to register today for a webinar titled on September 28, Fearless Prospecting is Learned Behavior Fearless Prospecting is Learned Behavior
Connie Kadansky, Sales Call Reluctance coach also sells the only assessment in the world that measures for Sales Call Reluctance. firstname.lastname@example.org or 602-997-1101.
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
What is it like when you make prospecting calls and your prospect answers their phone? It’s cool; huh? It’s fun! It’s progress!
How many sales calls do you actually take on a daily basis?
Isn’t it hypocritical to expect prospects to answer the phone when you are prospecting, however, you duck and dodge salespeople who are genuinely making their calls and doing their job?
Please don’t tell me that you are super busy and you don’t have time to take calls. Isn’t your ideal prospect busy too?
Want to have more prospecting success? Unplug your Caller ID and when you are not on the phone making your prospecting calls, start answering your phone! You will create exceptional prospecting Karma!
Be authentic with the salesperson. Listen! You don’t have to buy and it’s okay to tell them you are not a good prospect for them. Be encouraging. Tell them you appreciate them doing their job and let them hang up feeling more confident.
Feel free to take a complimentary Prospecting EKG and find out if Sales Call Reluctance is keeping you from engaging your prospects.
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!
What would it be like to have a coach to support you as you go out on your skinny branch?
The first step to Overcome Sales Call Reluctance is to be aware that you are not in front of enough prospects. Then take an assessment that measures which of the 12 types of Call Reluctance you experience. Third step is to admit that you are experiencing Sales Call Reluctance.
The fourth step is to apply the proper prescription for your Call Reluctance.
Sales Call Reluctance is nothing to be embarrassed about, living with it needlessly is.
In the book, The Slight Edge, author Jeff Olson shares that at the average funeral about ten people cry. That’s it! And the number one factor that would determine how many would go from the funeral to the actual burial would be . . . you guess it. . . the weather!
Salespeople who suffer from Yielder Call Reluctance are more interested in being liked that being productive. They are good relationship-types, however, they are more about making a friend that closing a sale.
The goal is to help salespeople recognize and acknowledge their value so that can focus on creating value for the prospect.
Yes, we like people to like us, however, our prospects are looking for respectable business partners, not friends.
If you suffer from wanting to be liked, the good news is you learned the behavior. You can unlearn it through conscious effort and good coaching!
How many of your prospects would show up at your funeral?
Seriously! How many people think that salespeople need to be outgoing, gregarious talkers? Well, read this article, and you may decide to modify your perspective. This article by Maura Schreier-Fleming is thought provoking and highly encouraging to salespeople who have engineering degrees and backgrounds.
Also hiring managers: Take notice!
Most high achievers have a morning routine that sets them up for a focused, productive day. However, not too many have an end-of-the day routine that puts the bow on the present!
1) Recommend you write down three things that worked. Allow yourself to acknowledge and appreciate your progress. Feel the feeling of achievement. Most people need a grand slam achievement to ever give themselves a pat on the back.
2) Choose one thing (event, interaction, something you said) that you would have liked to have been different. For example, when you were talking to a prospect and you didn’t ask that one critical question; you messed up and were late for an appointment; or you blurted out a bit of gossip that you knew was not appropriate.
It’s okay. Very few of us have mastered the game. We all make mistakes.
Now, sit still, breathe, close your eyes and re-enact (visualize) how you have liked the event or interaction to have gone. Visualize yourself asking the prospect that critical question at the appropriate time. Visualize yourself calmly driving to the appointment with a few minutes to spare. Re-enact and experience not gossiping in the particular situation.
What does this do? It actually re-wires your brain and neutralizes the negative. The best part is that next time when you are in that situation you will likely ask that critical question at the appropriate time or you’ll allow yourself plenty of time to get to the appointment and you will bite your tongue and not gossip because you know it is causes others to not trust you.
Continue to do this exercise daily and you will be profoundly aware of your ability to process your daily experiences so that you continue to advance in skill and you will profit from your daily experiences. The good news, is that your brain works fast. This exercise should take you around seven minutes max, that includes writing down the three things that worked.