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There is nothing better than a warm referral . . . . However. . .

we love referrals Recently I spoke with a highly credible sales trainer who shared that his philosophy is no more cold calling, just build your business on referrals and by capitalizing on relationships with Centers of Influence.

Yes, I agree that is ideal and dream come true.  However, how many salespeople have enough quality Centers of Influence to get them their 4-12 appointments a week?

The answer:  “not many.”

Developing prospecting skills make salespeople better in all areas of their sales process. Their confidence soars when they are emotionally comfortable initiating contact with potential buyers consistently.  They are emotionally resilient and unstoppable.

The key to profitable business development is:  Do not kid yourself.  If you are not getting in front of enough prospects on a consistent basis to meet your goals, you are experiencing Sales Call Reluctance.  Admitting Sales Call Reluctance is key to overcoming the fear of prospecting.  It takes humility to admit Sales Call Reluctance.  Why not admit it to yourself and your coach?  Or you can delay the admission and you’ll be really humble when you lose your job or your business bumps along in the mediocre category.

Sales Call Reluctance is nothing to be embarrassed about.  Living with it needlessly is.

Connie Kadansky, specializes in helping salespeople get their “ask” in gear and transform their fears into confident, consistent prospecting.  602-380-5431 or [email protected]