| #11 | |
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Originally Posted by AZBroker
Maybe you have a fear of rejection or some type of performance anxiety. Here is a question you might ask yourself: “What am I really afraid of?”
| Yes, this is what I've been told. What am I afraid of? I'm afraid that if I don't start making sales I'm going to go broke. One of the other guys says to act like you don't care but I do. | | |
| #12 | |
D,
I think some of this issue will resolve itself with time. The more new prospects you meet, the more comfortable you will feel.
Keep in mind, too, that people love to talk about themselves. If you're having trouble getting started, a good approach might be to say something like "Tell me a bit about your position here at ProspectCompany".
That should be good for a few minutes of the other person doing the talking, and you may get more comfortable as time goes on. Try to really concentrate on what they're saying, and ask some follow-up questions if you can. If nothing else, when they wind down, you could say "Sounds like you've really accomplished a lot - how long have you been with ProspectCompany". then maybe "how have you been handling your printing needs? (or whatever you are there to talk about)
I think what Gary said about thinking about where you get stuck is very pertinent. If it's at the beginning, think of some good questions to get the prospect talking. That's what you want to do at first, anyway.
If it's when you're trying to relate your product/service to their needs, memorize a pitch. That sounds silly, but you'll find that once you've memorized it, it will be much easier to draw upon, even if you're nervous.
Personally, I always find the walk from the lobby to the prospect's office a time when there can be deadly silence. So, I'll always say something like "These are great offices - how long have you been here?"
You'll find your own little helpers as you go.
Hope this helps some.
Kathleen
PS - for those of you trying to talk to a woman, having some questions to get them talking is also a good idea. But, try to be unique. Tell me about yourself is way too bland, and broad. Try something normal, like you might ask a friend - things like: So, how was your day? or, did you get stuck behind the accident on I-285 this morning? can start an entire discussion if you follow up with questions and your own anecdotes related to what the other person is telling you. Just one opinon... | | |
| #13 | |
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Originally Posted by dwalker
Yes, this is what I've been told. What am I afraid of?.
| Does it get better after the conversation begins or do you experience this fear throughout the entire sales call? | | |
| #14 | | facing your fears..
While this seems stupidly obvious, don't let your fears undermine your productivity. GET OUR THERE AND DO IT. You will be surprised to find that it will get easier. If you find excuses to avoid these unconfortable situations, they will forever be uncomfortable and you will not succeed and eventually give up.
I used to sing at church. Every once and a while I would be asked to sing a solo, but even though I was one of the strongest singers in the group, because I sang solos so infrequently, I would be STRICKEN with fear just before my song (sweating profusely and physically trembling). My solo would be very much below my ability.
One week the lead singer was sick and I was thrown in to fill her spot on a moments notice, leading every song on the front mic. I was terrified, but didn't even have time to think about it. By the end of that mass, I was ready to try out for American Idol (well...maybe not, but you get the point).
Then I resumed my usual spot in the back row. The next time I was asked to sing a solo (about a month later), guess what happened? I was delighted, but just before my song I became terrified and wanted to run from the building!
The lesson: You can only overcome your fear by submersing yourself in it and you cannot get lazy or cocky about it because it wil be back on you faster than Homer Simpson on a box of donuts! | | |
| #15 | | Absolute Motivation
In my business I've been in contact with hundreds of people gripped by fear and only a few have overcome their fear or ignored their fear and moved ahead. The only common denominator I can see is an absolute disgust with the status quo taken so personally that if not overcome it becomes a life long blemish on one's self-esteem - the other motivator is absolute necessity to perform to achieve some worthy goal: position, money, etc. | | |
| #16 | |
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Originally Posted by RainMaker
While this seems stupidly obvious, don't let your fears undermine your productivity. GET OUR THERE AND DO IT. You will be surprised to find that it will get easier. If you find excuses to avoid these unconfortable situations, they will forever be uncomfortable and you will not succeed and eventually give up.
I used to sing at church. Every once and a while I would be asked to sing a solo, but even though I was one of the strongest singers in the group, because I sang solos so infrequently, I would be STRICKEN with fear just before my song (sweating profusely and physically trembling). My solo would be very much below my ability.
One week the lead singer was sick and I was thrown in to fill her spot on a moments notice, leading every song on the front mic. I was terrified, but didn't even have time to think about it. By the end of that mass, I was ready to try out for American Idol (well...maybe not, but you get the point).
Then I resumed my usual spot in the back row. The next time I was asked to sing a solo (about a month later), guess what happened? I was delighted, but just before my song I became terrified and wanted to run from the building!
The lesson: You can only overcome your fear by submersing yourself in it and you cannot get lazy or cocky about it because it wil be back on you faster than Homer Simpson on a box of donuts!
| Yes, Yes, Yes! I like your story and your solution. Thank you -Thank you - Thank You!  | | |
| #17 | |
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Originally Posted by dwalker
Yes, Yes, Yes! I like your story and your solution. Thank you -Thank you - Thank You! | On a closing note, I have not sung (in public) in 3.5 years  but...I benefitted tremendously, myself, from re-canting this story because I have not been out in the field much lately, and I am finding myself facing call reluctance.
I guess I was talking to myself as much as to you. | | |
| #18 | |
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Originally Posted by dwalker
Yes, Yes, Yes! I like your story and your solution. Thank you -Thank you - Thank You! | Thank you. That will be my solution too. I also like your choice of names- call reluctance. | | |
| #19 | |
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Originally Posted by celevers@yahoo.com
Hi,
I also feel some trepidation when first meeting with a new prospect. You never know if the new prospect is friendly, hostile, berating or if they are accepting, open and attentive. It really helps me if I am well prepared for the call and have all the information that will be needed (know your product/service). Prior to the visit, I ask the prospect what their area of focus or interest is and try to tailor the visit to that aspect. I also look up the prospects company on the internet and get a better idea for unanticipated needs (and potential objections!) may be.
I try to assume that all prospects are interested and friendly. It helps going into the meeting!
| This final paragraph is the real thing for me.Be positive, and you'll get the responds you wish to have. Of course be prepared for a let down. But never take it too personal. | | |
| #20 | |
RainMaker, I enjoyed your illustration. Excellent example! | | |
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