What is Profitable Prospecting Mindset?
Sales Call Reluctance is the emotional hesitation to prospect and self-promote. It is a fear that salespeople experience when it is time to proactively initiate contact with potential buyers. Fear is a mental response to a perceived threat. An average salesperson needs to have at least 10-12 appointments a week in order to achieve their […]
What is missing in your prospecting equation?
Without a strong emotional connection to the why behind what we are doing, very rarely will we persist through Sales Call Reluctance. Creating a vision that magnetizes salespeople beyond their fear is key to profitable prospecting. We must have something that is stronger to which we can anchor our attention. Without an effective plan that clarifies and […]
What can salespeople learn from Baseball legend Curt Schilling?
Way back in 2001 when the Arizona Diamondbacks won the World Series, Pitcher Curt Schilling shared one very important mindset that he attributed to his success. Prior to his big wins, he admitted to pitching, one inning at a time. He had talent, but was not that successful. After retaining a performance psychologist, he started focusing […]
Do you have an inability to profit from experience?
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! The value of the end-of-the day review is two fold. 1) Recommend you write down three things that worked. Allow yourself to acknowledge […]
Vital Missing Link In Goal Setting
Most salespeople agree that goal setting is vital to their careers. They set the goal. Design their strategy, structure and they execute. The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal. Let’s take a salesperson who sells point of sale […]
Are you a sales hypocrite?
A hypocrite is someone who pretends to have virtues that he/she does not actually possess. A person whose actions belie stated beliefs. The hypocrisy is completely overwhelming! Think about this: CEOs and Sr. level executives have millions of salespeople on the street attempting to engage other CEOs and Sr. level executives, yet some of those […]
Sales Call Reluctance is a costly habit. Habit of thought.
There comes a time when it’s time to “stop” making up stories that make you miserable. 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 […]
Sales Call Reluctance is Fear of Self-Promotion at the Core
No more putting band-aids on Sales Call Reluctance. Fear is a mental response to a perceived threat. At the core of Sales Call Reluctance are four (4) blocks: Limited beliefs Assumptions (experience plus emotion) Perceptions/interpretations Inner critic that sits on your shoulder and whispers doubts in your ear. Identifying your energy blocks is key to […]
Is a straw the most extraordinary sales tool?
Phoenix dentist Dr. John Dougherty wrote an article that really caught my attention. He said that if we are drinking something that will stain our clothes, it will stain our teeth (unless you are wearing a brown shirt!). He highly recommends using a straw to minimize staining our teeth. How impeccable are you with your […]
What are you learning on a daily basis?
We are all a work in progress. We have made knucklehead mistakes with prospects in the past. However, regretting past mistakes is like attempting to put toothpaste back into the tube. It’s impossible. What are you learning on a daily basis that is making you better tomorrow? I highly encourage my clients to make a […]