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.
It Ain't About You by Keith Rosen, MCC - To learn more about this author, visit Keith Rosen's Website.
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Keith Rosen
(Visit Keith's Website)
Keith Rosen is the author of Time
Management for Sales Professionals. His
recent best seller, The Complete Guide to
Cold Calling which has been endorsed by
Dr. Ken Blanchard and Brian Tracy has been
featured in Inc. magazine and made it to
the Top 50 Best Seller List on Amazon.com.
Keith is also the president of Profit
Builders, LLC, (www.Profit
Builders.com) a provider of executive
sales coaching and corporate training.
Keith is one of the first who has earned
the distinguished Master Certified Coach
designation and most important, walks his
talk. Keith gets you motivated to take the
right actions consistently so that you can
master your time, enjoy a healthy,
balanced life and achieve bigger, more
rewarding goals without the steep and
costly learning curve.
If you want greater results faster, work
one to one or as a team via
teleconferencing or in person with Keith.
To speak with Keith or to receive his free
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info
@profitbuilders.com. Not sure if
coaching is right for you? Schedule a
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today Subscribe to his free newsletter
here. www.profitbuilders.com/winner
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