Yesterday, James Casey, a veteran in the copier sales business, relayed a story “Last week when I was cold calling, I walked into a business. I told the receptionist that I wanted to get on the bid list for the copiers, printers and paperless solutions. She whispered ‘didn’t you see the sign? We have a no solicitation policy.’ I replied professionally in a whisper ‘I’m not soliciting, I am requesting to be on your bid list.’”
He left with the President’s name and contact information and he’s developing a strategy that he’s excited about.
Step one for profitable prospecting is having conversations. James was willing to proactively walk into an office and have a conversation. Who knows what will ultimately happen. . . James will figure it out.
The first commandment of profitable prospecting is: Do Not Kid Thyself. Your sales success is directly linked to your prospecting activity and how many conversations you have every day.
If you struggle with Sales Call Reluctance and have an internal battle going on — it’s okay. It’s nothing to be embarrassed about. Hiding, denying and suppressing your Sales Call Reluctance is stealing your vital energy that you could be using to have your next conversation.
The first step in overcoming Sales Call Reluctance is to be aware of it, the second step is to assess it. Please take a complimentary assessment at http://exceptionalsales.com/prospectingekg.html.
The third step and the hardest for most salespeople is to admit your Call Reluctance to yourself. Once you admit that you are struggling and suffering, you are 51% closer to overcoming your career-debilitating habit. The fourth step is to apply proven techniques which are clearly explained in the best selling book The Psychology of Sales Call Reluctance by George Dudley and Shannon Goodson. Some salespeople are able to self-correct by reading this book.
How many conversations are you willing to have today?
