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When NOT prospecting is more painful than prospecting
There comes a time, when all salespeople emotionally reconcile to the fact that their fate is in the hands of their prospecting activity.
Unfortunately, sometimes it seems like it is too late. The habit of procrastination and the negativity has built up so much that it is hard to shift your self-image when it comes to successful prospecting.
However, it is never too late to take responsibility and do the internal work it takes to develop prospecting skills.
The four steps to overcoming Sales Call Reluctance are:
Aware: Become aware that you are not prospecting. Your appointment calendar reflects lack of appointments and your bank account balance is not something you are proud of.
Assess: Take a complimentary Prospecting EKG or invest dollars and time into taking the SPQ/FSA assessment that measure for Sales Call Reluctance. Find out which of the 16 types of Call Reluctance are interfering with your prospecting success. (Talk to Connie Kadansky at 602-380-5431)
Admit: Surrender to the fact that your Call Reluctance is costing you big bucks and you are going to stop hiding, denying and suppressing it. It is okay to experience Call Reluctance. It is learned behavior and you can unlearn it.
Apply: Proven techniques to Overcome your fear of prospecting. There is not just one generic solution. There are several solutions that are prescribed, depending on the types of call reluctance you are experiencing. Our coaching program includes a daily app that integrates neuroscience, performance psychology, cognitive behavioral techniques. You get a daily coach challenge (2 minutes). When you are challenged, you change!
A seasoned top sales producer was experiencing such a terrible bout of call reluctance that he started looking for another job. His last ditch effort was to admit his call reluctance and get specific coaching. He emailed this message today “I feel like I accomplished more this week than I have for quite a while. It is amazing what you can achieve. I am excited to share my progress.”
What do you need to let go of to improve your prospecting success?
Do you have career-zapping Call Reluctance?
What is missing in your Prospecting Equation?
How important are you?
A few years ago, I was coaching a rookie executive recruiter. He was former military and had tremendous discipline and drive. He worked hard on learning his new career. He made his 60+ calls a day. As beginner’s luck would have it, within four months, he had a $50,000 month. A beginner’s dream. Then something interesting happened. The next month he had zero income. The second month – zero. The third month – zero. He left the industry. At the time, I thought, hum . . . he must have outperformed his own sense of value.
What is your sense of value? Do you experience yourself as a priceless human being who is an essential piece of the success puzzle, no matter what you do? It is becoming clearer as the minutes go by that we are interdependent.
When your sense of value truly registers in your heart and your conscious mind, you will never doubt your worth.
Who depends on you to do your job? Who relies on you to follow through?
How do you remind yourself that you are instrumental in fulfilling your place in this world? Do you see yourself weaving your gifts, talents, skills, knowledge, courage, empathy into the tapestry of your marketplace?
To Prospect or Not to Prospect? That is the question!
Salespeople are in a quandary. During this crisis, should they be proactively prospecting?
Answer: It depends!
Is your product or service considered to be a First Responder?
When the house is on fire, the first responder runs to help. Some products/services are entirely appropriate to proactively promote, for example, medical supplies and testing, technical solutions, marketing messaging services, crisis management, human resources, financial services, insurance, public relations, complex problem-solving answers, attorneys, investor relations, recruiters, the list goes on.
If a house is on fire, certain products/services can wait. You don’t try to sell the fire-fighter a promo product. The promo product salesperson is proactively adding value to the PR and crisis management firm.
What do your prospects need right now? If they need money to stay afloat and are scrambling to get credit lines and loans and you don’t provide anything close, give space. Work on developing your plan for the future re-build and re-bound.
What tools are you developing to be of more exceptional service and value to your clients/customers?
Consider this your call to action…
Eliminate Call Reluctance Now!
Call (602) 380-5431 today.
“Connie spoke to the National Speakers Association of Arizona. Her topic – You are the Differentiator: How to Promote Yourself Most Effectively – was exceptional. Connie gave us great information about identifying sales call reluctance and how to put yourself front and center with prospects. Members had nothing but good things to say about Connie. I recommend her as a speaker, coach and trainer.”
What is your success measure?
Conscious adaptation to current reality moves us to turn on our innovative and creative brain.
How has your vision for the future changed? Vision is the first place where you engage your thinking about what is possible. Ask yourself: Why am I here? How will I be successful?
New possibilities cause you to see new goals and feel like you can achieve them. New possibilities are the foundation where new business is built. Ask yourself: What is the best thing that could happen in my business?
How do you challenge yourself to see things from different viewpoints than your usual ones? Challenging our viewpoints makes us see things more clearly and arrive at better conclusions. Think about a business challenge you’re currently facing right now. To what degree can you accurately describe the perspectives of 3-5 prospects who are also facing the same problem?
What are you measuring? We cannot manage what we do not measure. Whatever we measure improves. Ask yourself: What is my success measure?
Asking yourself these types of questions cause your executive brain to get to work on creating your new reality.
What are your plans to adapt to the new world of business?
We cannot go back to a world that no longer exists. Some professions will return to the tried and true fundamentals and others will not.
We will be forced to look at business in new ways. Outmoded tools and thinking no longer serve.
We must discover new innovative ways to face challenges that have no solutions and make decisions anyway, according to Bob Johansen, futurist and author of Leaders Make the Future.
Making decisions from old patterns is misguided. Clear thinking leads to regeneration of new tools to make strategic decisions. It involves exploring all possible alternatives and coming up with new and innovative ideas that contain within them solutions to the extraordinary challenges.
How important is it to you to find new ways to navigate through the disruption?
What do you find intimidating about this particular situation?
What needs to happen for you to engage your innovative capabilities?
Those are three coaching questions!
Conscious adaption to new ways in business and life will be the ticket to moving into the new realities.
Are you feeling like you are on a unicycle peddling across a rope, trying to juggle four balls at the same time?
A professional certified coach can be your thinking partner. What questions do you have? [email protected]
Are you too nice to close the deal?
Are you not prospecting consistently because you have difficulty asserting yourself?
Are you afraid to incite conflict by asking discovery questions?
Are you afraid you will appear pushy or intrusive?
Are you sociable but not necessarily outgoing?
Are you building a number of relationships but not meeting your production goals?
Are you paying for lunches, dinners and golf games but not breaking even?
If your answered “yes” to three or more of the above questions, you may be suffering from yielder call reluctance.
The first step is to be acutely aware of your emotional desire to want approval from your prospect — to be a friend versus a respected guide.
What if you positioned yourself as a guide to your prospect? A guide has empathy for their prospect and shows authority — positioning yourself as credible and demonstrating your credibility so the prospect sees you as someone who can help them solve their problems and achieve their goals.
What if you decided that your assertive discovery questions were invaluable to your prospect? You are doing them a favor to ask questions so they can hear themselves answer.
To ask for the business requires a salesperson who knows you are instrumental in helping your prospect avoid pitfalls and achieve their goals.
To register for the upcoming webinar which will help you confidently assert yourself in your selling process, please click here now: https://zoom.us/