No one likes to be referred to as a “victim.” However, no matter how successful most people are, they go “victim” throughout the day in many different dynamics. The key is how fast they bounce out of “victim” into “responsible/solution” mindset, emotions and action!
Victim “sounds” like:
“That prospect told me to call them back today, and all I get is their voicemail. ”
“The gatekeeper is totally blocking me from getting to the CEO.”
“Every prospecting call I make, I get voicemail. No one answers their phone any more. It doesn’t work to make prospecting phone calls.”
When salespeople experience Sales Call Reluctance, it is normal to whine, blame, complain and justify. This is nothing to be embarrassed about. When salespeople experience energy leaks, it is normal to go “south” attitudinally. However, it doesn’t have to be that way.
The first energy leak is limited beliefs, which are beliefs salespeople have about the world, their prospects, situations and about their sales career in general. If they do not believe it’s possible to succeed, they are likely not to attempt to push themselves out of their comfort zone. If they do not believe it’s possible to call on a prospect who does not know them, they are not likely to attempt making the call. Even if they attempt it, they won’t devote much energy to achieving it.
The second energy leak is assumptions, which is a belief that because something happened in the past, it is automatically going to happen again. Assumptions are personal and intimately involve the salesperson. Assumptions can block salespeople from moving forward because they “know” that something won’t work for them because they have failed and tried before. An example of an assumption would be a salesperson who assumes that leaving a voicemail doesn’t work because they have left voicemails and “not one person called them back.” They get blocked emotionally and mentally and do not consider maybe a re-design of their voicemail and following up with an email may be helpful.
The third energy leak is an interpretation or perspective, which is the opinion they create about an event, situation or experience. Often in audiences I ask salespeople what their favorite excuse is for NOT prospecting. Invariably, someone will say “fear of rejection.” Fear of rejection is an interpretation. When a prospect tells them “no.” Their automatic learned habit of thought is “they are rejecting me.” The salesperson is making the “no” mean that “they are personally being rejected.” Who in their right mind wants to set themselves up for rejection everyday? No one can reject a salesperson, unless the salesperson is rejecting him or herself.
The fourth energy leak is the Inner Critic, which lies within every one of us. The voice that tells you not to try, never take a risk, take the safe route and to play it safe. The Inner Critic can be mean and cruel. It says something like “who are you kidding, no one is going to make an appointment with you if they don’t know you.” “It’s stupid to think that you can succeed at prospecting.” “I’m not effective at making prospecting calls.”
Assumptions and the Inner Critic are more emotional in nature. Limited Beliefs and Interpretations/Perspectives are more mentally oriented. What does that mean? They need to be addressed gently and without criticism or judgment.
Do your best to identify your energy leak. Your freedom is identifying your energy leak. Then work on challenging it. Don’t argue with it. Criticizing will actually take you in reverse. Write down several alternatives to your energy leak and choose the one that uplifts you the most. Sound simple? It can be. However, for many their habits of thought are pretty deep. That is why most salespeople need to retain a coach to help them transform their energy leaks into constructive habits of thought.
Connie Kadansky helps salespeople get their “ask” in gear and Overcome Sales Call Reluctance. [email protected] or 602-380-5431