What do warm hands have to do with prospecting success?
Did you know when your hands are warm, it literally tricks your brain into being calm? Call reluctance, the emotional hesitation to prospect, causes blood to be rerouted from your extremities to your vital organs. This is the body’s reaction to protect the vital organs from perceived harm. That is why your hands tend to turn clammy […]
What is Profitable Prospecting Mindset?
Sales Call Reluctance is the emotional hesitation to prospect and self-promote. It is a fear that salespeople experience when it is time to proactively initiate contact with potential buyers. Fear is a mental response to a perceived threat. An average salesperson needs to have at least 10-12 appointments a week in order to achieve their […]
What is missing in your prospecting equation?
Without a strong emotional connection to the why behind what we are doing, very rarely will we persist through Sales Call Reluctance. Creating a vision that magnetizes salespeople beyond their fear is key to profitable prospecting. We must have something that is stronger to which we can anchor our attention. Without an effective plan that clarifies and […]
How to Overcome Sales Call Reluctance
Sales Call Reluctance is the emotional hesitation to prospect and promote. It is an invisible self-protective barrier that keeps salespeople from earning what they are worth. There are 16 types of Sales Call Reluctance. Telephobia (fear of telephone prospecting) is one of the easiest to overcome! Two Americans won a Nobel prize about their research […]
Do you have an inability to profit from experience?
Most high achievers have a morning routine that sets them up for a focused, productive day. However, not too many have an end-of-the day routine that puts the bow on the present! The value of the end-of-the day review is two fold. 1) Recommend you write down three things that worked. Allow yourself to acknowledge […]
Vital Missing Link In Goal Setting
Most salespeople agree that goal setting is vital to their careers. They set the goal. Design their strategy, structure and they execute. The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal. Let’s take a salesperson who sells point of sale […]
Are you a sales hypocrite?
A hypocrite is someone who pretends to have virtues that he/she does not actually possess. A person whose actions belie stated beliefs. The hypocrisy is completely overwhelming! Think about this: CEOs and Sr. level executives have millions of salespeople on the street attempting to engage other CEOs and Sr. level executives, yet some of those […]
Want more business? Do not kid thyself!
In this fast paced business world, your product is not unique; your service is not unique. You are the unique differentiator in your marketplace. Yes, your process may be unique. However, you are the unique person who influences your prospect to engage in your process; right? In our culture, it is not the hardest working, […]
There is nothing better than a warm referral . . . . However. . .
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 […]
Stop fibbing to prospects!
Q: What is the quickest way to blow your credibility with prospects? A: Tell them you are not trying to sell them something. There are multi-billion dollar organizations that have financial advisors and salespeople telling prospects this all day every day. And they wonder why their prospects dis-trust them. The fact of the matter is […]