"Who You Call On Is A Conceptual Thing"
Negative Self Talk
_____Be Quiet, Already, I'm Trying to Sell.
No, you're not crazy. There really are voices in our heads. Voices that keep you and
your sales team from doing what needs to be done during sales calls. It can be the
voice of teachers, parents, a piano teacher, or a little league coach. Voices which have
now become our own voice, collectively known as negative self-talk. "Don't ask so many
questions," "You're making a pest of yourself," "You're not ready," "They won't trust
you," "You're doing it wrong," "You need more practice," "You don't know what you're
talking about" - and the list goes on. While these voices may have been appropriate at
some point (and I emphasize may have) they are no longer appropriate. And, you don't
have to listen. Tell them to be quiet...
Talk to the Decision Makers
When you make calls, whether, it's a brand new sales call, or a service call to a customer, the level you call on at the organization is a reflection of how you see yourself conceptually. If you make sure to meet the president, then you believe you belong there. Amateur sales people will only go as high as their "voices" will allow them to go; they'll keep calling on purchasing agents and other non-decision makers time and again, even if they get nowhere. Professional salespeople know how to get "invited in" to see the president, and they also understand conceptually why they belong there. Where do you and your salespeople wind up: The President's office, or the Janitor's closet?
Who You Call On Is A Conceptual Thing, Not a Technical Thing.
I cold called 3 large manufacturers right before 5pm and got 2 appointments out of the 3 calls...on the days I wanted and not ever sure if it was convenient for them. It really clicked with me when you told me to plow through these calls like "I don't need the business" and that "I'm not even sure I can help them." I get appointments after telling prospects "sounds like you have a great situation and you don't need me." I stopped the victim mentality with cold calls and got in control of the conversations.
John Weakland, Amer Insurance