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Creative Avoidance

Written by: Gary Silverman

Article Overview: How many of you procrastinate when it comes to contacting leads, calling customers, prospecting, or following up? Have I hit a nerve? You are not alone, it is in our nature to avoid confrontation because of our fear of rejection. Our primary job as salespeople is to attack that fear head on and convert “NO’s” into “YES’s”.

Creative Avoidance

This does not happen on it’s own. We are salespeople NOT cashiers! Your prospect may find it easier to say no or put off a decision to avoid their fear of risk associated with making a decision. That’s the boxing match - “In this corner heavyweight fighter “FEAR OF REJECTION” facing “RISK AVOIDANCE” in fifteen rounds. Quite a match, but not worthy of pay per view.

Whether confronted or not, rejection does not disappear and eventually news of it’s existence will knock on your door. The same goes for fear of making a decision. If you put it off long enough the decision will be made for you and it may not have been the best option; you relinquished control.

Oddly enough the anticipation creates greater anxiety than actually confronting the situation. Think of how relieved you are once you make a decision or make contact. “No bad things will happen”! Think back to when you were dating. After the first date there was the anxiety of either having to call the next day or wondering if you would be called. Once you dialed you almost hoped there would be no answer and you could leave a message. Mission accomplished? Not really as you would second guess the awkwardness of your message and wish you could steal the answering machine.

If your salespeople are leaving messages they are probably creatively calling the numbers they know will not be answered. Calling the home number during the day or the office after hours does not count as a contact. Even in the age of cell phones you can still find a time where your call won’t be answered. Perhaps they are hiding behind letters or e-mails. There is no substitution for direct contact. You need to ask your prospect which number is the best to reach them and when would be the best time to call. There must be a reason for the call and a prepared statement so you communicate your thoughts properly and the call isn’t wasted. You must anticipate the questions or objections in advance and be prepared to answer and overcome them. A steady regimen will make you more comfortable and you will gain confidence. Stop avoiding your job and the results will follow.

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Article Tags: answering machine, anticipation, anxiety, awkwardness, best time, boxing match, cell phones, direct contact, existence, fear of rejection, first date, heavyweight fighter, must be a reason, objections, pay per view, prepared statement, regimen, risk avoidance, salespeople



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