Sales Call Reluctance is the emotional hesitation to prospect and self-promote. It is a fear that salespeople experience when it is time to proactively initiate contact with potential buyers. Fear is a mental response to a perceived threat.
An average salesperson needs to have at least 10-12 appointments a week in order to achieve their goals. Prospecting is paramount to their success. It is not an intellectual exercise to prospect. It is an emotional exercise. The majority of salespeople suffer from Sales Call Reluctance from time-to-time or every day.
The solution to Sales Call Reluctance is Thought Realignment. Meaning that a salesperson must embody (with every fiber of their body) a mindset that drives their prospecting behavior that drives their results.
Profitable Prospecting Mindset is a reconciliation within a salesperson that prospecting is a fundamental core competency for successful selling. They have no resistance toward the activity. They prioritize prospecting. They understand the value of their product/service. They understand the impact their product/service has on their prospect’s business or family. They have a personal vision that is greater than any discomfort. Their vision magnetizes them through the ups and downs of prospecting. They are emotionally resilient. They are 100% present and want to succeed, however, they emotionally detach from the outcome. They do not agonize over what they cannot control. Salespeople cannot control their prospect’s reactions or responses. They can only control how many people they initiate contact with on a daily basis.
Four steps to Overcoming Sales Call Reluctance:
- Aware that you are not getting in front of enough prospects
- Assess your call reluctance (invest in the assessment so you can come to terms with your lack of profitable prospecting.) Call Connie at 602-997-1101.
- Admit that call reluctance is costing you big bucks.
- Apply proven techniques to realign your thinking so that you can prospect with emotional resiliency.
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Source: Connie Kadansky