Last week I received three calls from mid-career salespeople (residential real estate, financial advisor and commercial real estate). All three assured me that if they could overcome their Sales Call Reluctance they could double and possibly triple their income.
The next time you reach for the phone to make a prospecting call and you stop, immediately tune in and answer this question: “What is it that is causing me to hesitate?” Your freedom is in identifying what causes you to hesitate. Breathe and get ruthlessly honest with yourself.
If you choose to answer the question “I don’t know,” you are playing a psychological game with yourself and your wallet is losing the game.
What negative intruder is costing you big bucks? Mine used to be “I won’t be able to get through the gatekeeper.” Once I reconciled that negative intruder, I was able to make a true internal switch that this individual answering the phone is a “gate opener” versus a “gate keeper,” I was able to overcome my negative intruder and have been profoundly more successful with prospecting. This can happen for you to!
You may have several negative intruders! Stop right now and identify what is it that causes you to hesitate! You will be closer to freedom that you think!
