Articles
Sales Call Reluctance is a show stopper
Overcoming Sales Call Reluctance is essential to embody a proactive approach to new business focused on identifying opportunities, creating value, and generating profit. Sales Call Reluctance is a show-stopper that hinders success and devastates careers. Sales Call Reluctance is the fear or hesitation to prospect and promote. It impedes capitalizing on opportunities and even following […]
How much is Sales Call Reluctance and Goal Diffusion affecting your focus on New Sales Opportunities
What is going on in our brains? Dr. Joe Dispenza, a New York Times bestselling author who conducts extensive scientific research on performance and goal achievement, studies the brain. According to him, when stress hormones arouse the brain and people continuously shift their attention from one thing to another, the brain fires incoherently. This leads to […]
In order to Overcome Sales Call Reluctance, self-reflection is a vital component.
Self-reflection is an essential component to overcoming Sales Call Reluctance because it allows salespeople to gain insight into their thoughts, feelings and actions. It is a process of self-examination of behavior and beliefs to make positive changes. Yet many salespeople do not like to self-reflect because: 1. Self-reflection can bring up uncomfortable emotions, such as guilt, shame, […]
How to successfully engage more prospects by no-excuse prospecting strategies
Who is this blog for: 1) Any salesperson who needs to get in front of more prospects consistently. 2) Sales managers who have people on their teams who are not prospecting and converting. 3) For the salesperson ready to own up to their true potential. Excuses are rationalizations we make to ourselves about prospects, prospecting […]
How to stop getting counterfeit “yeses” from prospects.
Sam had fascinating first meetings with prospects. He was high on the conversation and left feeling “positive” – mission accomplished. However, he had excessive no-shows to his second appointments or aggravating last-minute cancellations. He was getting the counterfeit, yes. Sam invested in an ECHO listening assessment and soon discovered that he was listening to FIX […]
Do you gloss over what prospects say, and it comes back to haunt you later?
Let’s admit that getting in front of qualified prospects can be challenging. So, why in the world are many salespeople so ill-prepared? I am noticing that most salespeople lack curiosity and courage when talking with prospects. How often do we have to blow it to learn its time to uplevel our skills? The average salesperson […]
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