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 email@example.com
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Last month I got my 2007 Volkswagen Beetle serviced. The warranty expires December 2010. The sales guy from the dealership is calling and emailing me and I have not responded yet. HOWEVER, I can promise you that when I buy, I will buy from him (hope he's still there in December!). He has reached out to me four (4) times. Have been busy and traveling and this is not a priority right now.
This experience has totally inspired me because because I have prospects who are not responding to my outreach and that does not mean that they are not a viable prospect. If they are not responding, all I know for certain is that this is "not the right time."
So hang in there, stay pleasant and friendly via voice mail and email, maybe send a card through www.sendoutcards.com. You never know when you will call at "just the right time!" Stop making up stories about why they are not responding and then buying into your story. This is a major tip on overcoming Sales Call Reluctance! Stop the story that spirals you into self-doubt.
Most cases of cold call reluctance are simply because a salespeople needs to do some internal and external homework!
If you have truly done your homework and know who your ideal prospect is and what problem you solve for them. . . you will be calling into your ideal target market. Seriously. Then you can say "We work with several companies similar to yours. . . " One component of "Influence" is establishing commonality. You can warm up a "cold" call fast.
Connie Kadansky, Sales Call Reluctance coach, can guide you through your homework so you are confident and comfortable prospecting. Call begin_of_the_skype_highlighting 602-997-1101 end_of_the_skype_highlighting or firstname.lastname@example.org
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This is what our lemon tree looked like! We had picked all the low-hanging fruit so this weekend I was determined to pick the lemons that were way, way out of reach. (By the way, we live in Phoenix, Arizona USA-- where the sun shines 350 days of the year).
My neighbor loaned me her fruit picker and I promised her fresh lemons. (Reciprocity: the first component of Influence)
As I was going about this task and carefully positioning myself so that I didn't get scratched by the sharp thorns, it become so clear how similar it was to sales.
How many of you are noticing that there is NO low-hanging fruit in your industry? It has been picked!
The first thing you need to do is notice that there are a lot of beautiful ripe prospects at the top of the tree. Next you need to have the right tools, without which you will not succeed. Do you have the right tools to achieve your goals? You must possess the dogged determination to get to the qualified prospects and experiment with how you are going to position yourself. You have to be okay if you get a little scratched up. Get momentum so when you are on a roll, you keep moving. What joy to be able to pluck the fruit one by one. You can do this with prospecting with the right Strategy, Structure and Execution.
If you are still walking around your "tree" hoping to find one of the hidden prospects within your reach, go for it. However, the #1 rule in profitable prospecting is: Do Not Kid Thyself.
Connie Kadansky, Sales Call Reluctance coach, can help you stop kidding yourself and knuckle down and get moving. 602-997-1101 or email@example.com
Are you positioning your product or service as a "solution" to your prospect's problem? I highly recommend that you record your prospecting calls. Why? Because in listening to your calls, you will become acutely aware of your ability to influence your prospect. The fundamental key to influencing people is to find out what they want or need and articulate your solution.
You will transform your business by recording your calls. Ryan Pitts at www.newcallsolutions.com provides recording solutions for you and your prospecting success.
As a coach, I am hearing stories every day of salespeople and entrepreneurs who are making decisions coming from a "desperate" versus a "deliberate" perspective. If we don't be careful, we can be snared in the doubt that is spiraling down, down, down. The worse thing that you can do is take yourself down the "self-doubt spiral."
Before you make any decisions to invest money in one more sales call reluctance coach, one more workshop, one more CD, one more book, one more retreat, one more MLM, one more franchise opportunity, one more sales training program. . . just stop for a minute and take yourself on a retreat. Slow down, get calm before you make one more costly desperate decision hoping that it is going to save you and give you something you do not already have.
You already know in your heart of hearts what is the wise next step for you. When you breathe and get present, you will get answers that are beyond your thinking about them. We can over-think when we are in fear.
It's not your current situation that is causing you anxiety, it is your thought about it.
Sometimes it's just good to say to yourself: Peace be still.
You're sitting in your office after promising yourself yesterday that you would start making cold calls today . . . and you reach for the phone and you stop. . . you suddenly remember you need to make a dental appointment, then you remember your dog is overdue for grooming, then it hits you that your spouse's birthday is in two weeks and you need to buy a present. Yes, you are avoiding making your calls.
Here are some tips to help you right now:
1. Take a deep breath -- it will slow down your mental processes that are overactive and chaotic, creating your anxiety. (Yes, it's not cold calling that is causing your anxiety, it's your thought about cold calling.)
2. Make sure that both of your feet are on the floor as you close your eyes and take a second deep breath.
3. Think of a current client/customer who really believes in you and you are part of their inner circle. Keep thinking of them until a smile comes across your face.
4. What is the value you provide for this client/customer? What do they say about your products/services? Be specific. Ease yourself into allowing yourself to recognize your value. Jot down the key points.
5. Pick up the phone with the thought of this client/customer in your mind and that you are simply going to find your next client/customer.
You can re-train your brain to prospect consistently.Call Sales Call Reluctance Coach Connie at 602-997-1101 today or email her at firstname.lastname@example.org. She will help you help yourself. Connie helps you solve your own cold call challenges.
Monday morning I felt like I was starting my day behind the eight-ball. We had such an activity-packed weekend, that I didn't get chores done in order to start a new week in an organized way. Has that ever happened to you? Eek! I was beside myself.
After taking a deep breath, I knew it was a choice to start off the week cranky. I went to go to the gym and found the bosu ball. (No, that's not me in the picture!)
After taking a deep breath and it occurred to me that I could get myself into balance right here and right now. After concerted effort and profound presence and focus, I hit the reset button for my day and had a very profitable and productive day.
What do you do to get yourself together when you are out-of-sorts with you?Call Coach Connie at 602-997-1101 or email her at email@example.com. Connie will help you help yourself. She helps you solve your own challenges.