Q: What is the quickest way to blow your credibility with prospects?
A: Tell them you are not trying to sell them something.
There are multi-billion dollar organizations that have financial advisors and salespeople telling prospects this all day every day. And they wonder why their prospects dis-trust them.
The fact of the matter is that it is a “big fat fib” and the prospect knows it. If salespeople are not trying to sell something, why in the world are they talking to prospects? Salespeople are trying to sell a concept, sell themselves, sell an appointment, etc. etc. and the prospect knows it and it’s okay.
Breathe! It’s okay to solve people’s problems for a profit!
Role Rejection Call Reluctance is contagious and toxic throughout many sales organizations. Contributing factors may include over-identification with negative stereotypes about salespeople and feelings of guilt or shame about being in sales.
If you have an inkling that you have Role Rejection Call Reluctance, my experience is that you are not convinced of your value and the value of your product or service. It’s okay. You can do some internal work and become connected to your value. Once you “get” or embrace your value, you will be unstoppable and emotionally resilient.
Develop a unique selling proposition that conveys your value and deliver it with confidence! No more fibbing to prospects!
If you have salespeople who are experiencing Sales Call Reluctance, have you ever thought that you may have Sales Call Reluctance issues, too? It's a tough pill to swallow to look within and recognize Call Reluctance issues that may be affecting your sales team. Behavioral psychologists George Dudley and Shannon Goodson found in their research that salespeople "mirror their managers" when it comes to Sales Call Reluctance.
Over my 12 years of training sales organizations specifically around Sales Call Reluctance some CEOs and sales managers have admitted that they simply were unaware of how they were contaminating their team. Kudos to them for having the confidence and high self-esteem to recognize that they needed to take a serious look and confront their call reluctance issues through coaching and training.
Role rejection call reluctance is one that I see the most — rejecting the role of sales. Sales managers telling their people to get out there and sell but "not to be salesy." That is clear Role Rejection Call Reluctance.
If you secretly detect any call reluctance, please take the assessment that measures Sales Call Reluctance and design your plan to overcome your issues.
Connie Kadansky, Sales Call Reluctance coach, can assist. 602-997-1101 or firstname.lastname@example.org
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