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/