Whenever I work with sales teams to fine-tune their selling strategy (or help them create one), there is usually some one-on-one training with people who are “call adverse”.
They make excuses for not making calls, or setting appointments, or meeting with prospects. Sometimes it’s because they haven’t been trained sufficiently. Sometimes it’s because they’ve recently missed a sale and take it personally. And sometimes, they just aren’t in the mood to do the work.
If you ever feel the same way, or know someone who does, you might try this exercise: start visualizing your paycheck on the other end of the phone and you will find it much easier to reach out.
Let’s face it, all of us have days when we aren’t “in the mood” to prospect.
But our job as professional salespeople is to get in the mood, because our paycheck, and the paychecks of everyone else in the company we represent, is waiting for us to call.
© 2011 YOU ROCK!®
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