You can find more
resources on sales coaching, executive coaching, sales training,
time management, cold calling, prospecting and career coaching
from New York Sales and Leadership Coach Keith Rosen MCC at
http://www.profitbulders.com.
On a very basic level, there are five ingredients needed to
create a sale:
1. The salesperson. 2. The qualified prospect. 3. A need or
want that the prospect has. 4. The product or service. 5. The
selling strategy or procedure you follow that guides a prospect
to the natural conclusion of the selling process; the sale.
While many salespeople would say the selling process is about
the customer, they wind up making it about themselves.
How do I know this? Look at some of the limiting beliefs that
contribute to cold calling reluctance that we mentioned earlier.
Think about all the fears or reluctance you may experience when
it comes to cold calling or selling.
· I don’t want to say the wrong thing. · I don’t want to look
bad. · I don’t want to be a nuisance. · I don’t want to impose.
· I don’t want to be rejected or hear no. · I don’t want to blow
it!
I, I, I, I, I!
Look at the first word that begins each statement above. Making
the selling and cold calling process about you is the number one
roadblock to successful prospecting and the number one cause of
cold calling reluctance.
Instead of making the selling process about you and how much you
can gain if you sell, make it about the prospect and how much
value you can deliver to them.
If you are experiencing any fear or resistance to prospecting,
look at who you’re making the selling process about. Chances
are, you’re making it about you!
Once you shift your focus and energy towards making it about the
prospect, it will immediately relieve you of the unnecessary
pressure to look good and perform.
You are either making the selling process about you and how much
you can gain (money, sales, status, and so on), your fear of
rejection, looking bad, or hearing “No,” or you’re making it
about the prospect and how much value you can deliver to them.
Now, the cold calling process is no longer focused on the
salesperson’s negative assumptions or fears but on the prospect
and the advantages that your product can provide them.
After all, if you are making the sale about you and are
concerned about your performance, then how are you ever going to
capture their interest when all of your energy, concentration
and attention is being directed on to you rather than focused on
the prospect?
Make the selling process about the prospect and the value you
can deliver rather than what you can gain if you sell. Once you
do so, the sale then becomes the natural byproduct of your
selfless efforts and good intentions.
