|What is going on in our brains? Dr. Joe Dispenza, a New York Times bestselling author who conducts extensive scientific research on performance and goal achievement, studies the brain. According to him, when stress hormones arouse the brain and people continuously shift their attention from one thing to another, the brain fires incoherently. This leads to a lack of brain coherence and causes individuals to become fragmented and unfocused. Salespeople who experience incoherent brain activity and goal diffusion face challenges in achieving their sales targets. How this manifests in a sales conversation, is when they: |
Interrupt the prospect frequently.
Appear scattered, going in too many directions at once.
Their conversation with the prospect takes many detours and tangents.
May not follow up or follow through with prospects, proposals, and projects.
Confuse the prospect by bringing up new topics without finishing up on earlier ones.
Become easily distracted and may not pay good attention to what the prospect is saying.
When we experience Call Reluctance, we distract ourselves from achieving our Key Performance Indicators (KPIs). KPIs are measurable values that indicate how well you achieve your sales goals. We cannot manage what we do not measure.
Sales Growth ensures that sales grow at a healthy rate.
A high Conversion Rate indicates you are effectively closing deals.
Sales Revenue is the metric for assessing your overall sales success.
Sales Cycle Length ensures sales close quickly enough to meet revenue targets.
The average deal size ensures that your sales are large enough to be profitable.
Customer Lifetime Value measurement ensures that you focus on high-value customers/clients.
Which KPI have you mastered? Which one needs more attention? Salespeople are only as strong as their weakest link.
Another major obstacle to achieving sales goals is Sales Call Reluctance, the emotional hesitation to prospect and promote. Fear is a mental response to a perceived threat. Call Reluctance is a mental habit. That is the good news. We can unlearn habits. There are 16 ways that Salespeople hesitate to prospect and promote their products and services. Sales Call Reluctance is nothing to be embarrassed about; living with it needlessly is.
Over 150 of my clients have boosted their success by investing in the assessment that measures Sales Call Reluctance and Goal Diffusion, plus this 7-week coaching program.