Sales Reluctance Is Not a Two-Letter Word Named No!
Sales reluctance holds many salespeople back from the results they want to achieve in business. It can strike a salesperson in any part of the sales process, from prospecting, networking, follow-up and/or asking for a decision. Sales slumps can even bump some salespeople into a sales reluctance spiral.
Salespeople understand they must have prospects for their service or product before someone can consider buying from them. Many salespeople constantly network to find potential buyers – it’s one of the most common marketing actions. But will it get you results? Or is it that nasty little two letter word NO for you?
Identify your beliefs around networking because beliefs drive your sales behavior and actions. If you find you have limiting beliefs, move toward more empowering ones. Here are just seven top network limiting beliefs. Can you identify with any of them?
1. My stomach gets tied in knots and I end up just hanging around with people I know.
2. I get queasy just thinking about being at a networking event.
3. I get excited about going, but once I'm there it’s hard for me to talk with people.
4. I attend them but never seem to meet the right people.
5. I don't find networking events that profitable for my business.
6. I don't have time to go to many of them and I never meet the right people when I go.
7. I think they are mostly for [fill in the blank with the profession you believe networking helps the most.]
If networking gives you any of these feelings or thoughts, step one to overcoming your reluctance is to redefine your beliefs, little by little. Can you move to, “I like networking and meet the right, (and enough) people?”
It’s not necessary to leap to, “I love networking, attend a lot of events and make tons of connections.” Actually, it’s not even necessary to attend networking events to find potential buyers or connections because there are so many other alternatives!
If, however, networking is part of your marketing plan, you won’t meet enough of the right people if you think otherwise. Examine any underlying beliefs that hold you in the grip of sales reluctance. Remember - Networking doesn’t have to include that nasty two letter word called NO!