The reality: A salesperson’s inventory is their prospect list

Yes, a salesperson’s product is not their inventory.  It is their prospect list!  If a salesperson does not have an ever growing list of qualified prospects, they are living a miserable life on the edge of chronic inconsistency.

There are five (5) components to any sales model:

1.Identify prospects (true, qualified, targeted prospects)

2.Initiate Contact

3.Introduce Yourself, Your Product/Service

4.Inform (sales presentation)

5.Influence them to buy from you!

Most sales training programs focus on Step #4 — once the salesperson is in front of a qualified prospect.  This is an important step, however, unless a salesperson has the ability to get in front of qualified prospects, all their sales training is moot.

Many salespeople are not emotionally comfortable with prospecting because they have not developed the emotional skill to handle their feelings while prospecting.

There are four steps in overcoming Sales Call Reluctance:





Aware:  How do you know if you are experiencing Call Reluctance?  Take a look in your wallet!  That is where it shows up first.  Then take a look at your calendar.  How many appointments do you have with new buyers this week?  That is where call reluctance shows up — on your calendar.

Assess:  The SPQ Gold is the only assessment in the world that measures the 12 types of Sales Call Reluctance.  This is the current reality step!

Admit:  Sometimes this is the hardest step.  Admit that you have self-imposed limitations and beliefs that are keeping you from profitable prospecting.  Sometimes people are trapped by their pride and cling to their limited beliefs.  It is refreshing to take a deep breath and admit.

Apply:  Yes, the good news!  There are proven techniques to overcome Sales Call Reluctance.  There is no magic bullet. With a disciplined process you are on your way to consistently building your inventory of qualified prospects.

Connie Kadansky

Facilitator of Behavioral Change