In the book, The Slight Edge, author Jeff Olson shares that at the average funeral about ten people cry. That’s it! And the number one factor that would determine how many would go from the funeral to the actual burial would be . . . you guess it. . . the weather!
Salespeople who suffer from Yielder Call Reluctance are more interested in being liked that being productive. They are good relationship-types, however, they are more about making a friend that closing a sale.
The goal is to help salespeople recognize and acknowledge their value so that can focus on creating value for the prospect.
Yes, we like people to like us, however, our prospects are looking for respectable business partners, not friends.
If you suffer from wanting to be liked, the good news is you learned the behavior. You can unlearn it through conscious effort and good coaching!
How many of your prospects would show up at your funeral?