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#61
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| Gooood morning salesville
It is not about setting small goals. It's about taking big goals and dividing them into smaller short-term goals.[/quote]
I hadn't quite looked at it that way before but yes, i think thats a good way to go about things. 4 x 15 minute stints of cold calling is much more appealing than an hour, although it's actually the same result.
Thanks very much for sharing that with me, i'll be holding that thought for the rest of the day.
warm regards
david
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#62
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Quote:
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Originally Posted by David Bowen
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I hadn't quite looked at it that way before but yes, i think thats a good way to go about things. 4 x 15 minute stints of cold calling is much more appealing than an hour, although it's actually the same result.
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You are welcome, David. I do little spurts of calling throughout the day. Some days I do more than others, but this way, at least SOME calling is done EVERY day and that keeps me moving forward. Your post about "no pain, no gain", and "if it were easy, everyone would be doing it" is quite correct. Get the job done--whatever it takes. This is just a psychological trick that helps me get there.
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#63
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Great Post, Interesting Pov's
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#64
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There's an excellent book by Dudley & Goodsen on the subject wherein they describe twelve types of sales call reluctance. I believe they're both psychologists, and they created a field of study called "Sales Call Reluctance."
If you Google that term, you'll find their book and a bunch of other resources, including an assessment that managers or individuals can use to diagnose sales call reluctance. When I was a sales manager, I used the assessment with my salespeople, and the results shed a lot of light on their individual psychological makeup so we could then develop a strategy to overcome these issues.
The best to you!
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#65
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| Cold Calling Hard - High Probability Prospecting Easy
Telephone prospecting does not have to be unpleasant. However Obsolete methods make it depressingly hard.
When you are "Cold Calling" it is difficult, onerous activity. It is loaded with tension, anxiety, negativity, unpleasantness, frequent failure and rejection. What's worse is that most of the appointments that you get are with low probability prospects. That produces low closing rates.
Ironically, most salespeople can take loads of pain. If cold calling worked, and made them good money, many salespeople would do it every day and endure the pain.
When you are doing High Probability Prospecting it is none of the above. It is effective, efficient and enjoyable. It is easy to do it every day and get appointments only with prospects who want to buy, now.
You get a Money Back Guarantee, including All Shipping Charges, when you order “High Probability Selling,” the Book or the CD Set, from our website, only. No Questions Asked!
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#66
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| Removing Resistance & Stress
I'll call the onerous things resistance and stress. I was once full of that - many things including the book Mr. Werth recommends helped me overcome these onerous things - the only resistance and stress I had to overcome to overcome it all.
The best of the best to everyone.
Mike
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#67
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| a little late.
But in response to the initial post by d walker. I think that it is clear in any sales job, there is always an element of fear from the salesperson. The biggest fears are fear of failure and fear of rejection. Not the same thing either, amazingly i find that more salespeople are afraid of personal rejection than of actually failing to close a sale.
So what can you do? I think in any scenario you need an icebreaker, somewhere to start, something to say with absolutely no relevance to the product or service you are selling. Once you are in a conversation of any type its easier to go on!
But most important of all, just remember. You are there because they want what you have. You are the expert of your field! Ive seen a lot of salespeople who get concerned incase they say something wrong. But logically to an extent you know what you are supposed to say, as you have trained to sell what you sell.
The client does not know what you should say, therefor theoretically you cannott be to far wrong in their eyes.
In conclusion, have something interesting to talk about briefly first. And take a few moment prior to seeing the client to buzz your self up and mentally prepare. Lie to yourself if need be and tell yourself all the way "I am not scared", "I am the expert of my field", " I am confident" "I am powerful"
Yes it may sound silly and childish, but if it earns you a few thousand extra so be it. And in time you will begin to believe what you keep telling yourself.
best of luck 
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#68
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| Good Sales Practices
All of that subterfuge and ice breaking small talk is actually counter to good sales practices and will if not ended produce more stress and resistance and hence more failure.
Okay, people who haven't gotten to the simple causes of their fears and lack of belief and confidence can do those tricky little things things maybe for a while or even longer and have some limited and small success. BUT none of that ever leads to big success and accomplishments - never.
The best of the best to everyone's success.
Mike
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#69
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| ice break..
Yes i can see why you might make that conclusion, however i strongly disagree. I believe that done in the right way an icebreak is essential. It the opportunity to personable and initiate a conversation which will, done the right way lead to establishing a common ground with prospective client.
I can only speak from personal experience, but i would confidently say it has never held me back or prevented me from achieving success.
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#70
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| Disagree With What
What do you disagree with that I said? I can't identify it without help -this might stimulate a conversation that can benefit someone.
MitchM
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