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The biggest barrier to increased sales..

Posted: July 10, 2013 | Categories: Sales, Self-Improvement

The main reason businesses succeed is due to high sales.  Conversely, the most common cause of business failure is low sales.  Selling is like oxygen:  You can choose any attitude you wish about it.  The reality is that we need it to survive.

When I reflect on all the clients I have helped coach to higher sales performance, I have come to the resounding conclusion that the most common barrier is fear of rejection.

If we want to increase our sales, we must increase our sales activity.  That means proportionately raising the number of face-to-face appointments we have with qualified prospects.  (A qualified prospect is one who needs our service or product, wants it, can afford it, and can make the decision).

So, we begin our prospecting.  We start out strong, and then we start to fade.  All it takes is a bad day with a few too many “no’s”.  When we start to fade, one or all of these consequences occur:

  1. Procrastination
  2. Avoidance
  3. Escape

Back to square one, huh?  How about we attack this “fear of rejection” monster like a disease?  When I work with my clients who are struggling with this, here are some important things we work on to establish and maintain momentum:

  1. WHO?  Who is your ideal prospect?  What are the common denominators such as company size, location, and area of specialty?
  2. PROSPECT LIST.  Write out a comprehensive prospect list.  Now that you know your prospect profile, go to your sources and put together a list  This is easier than it used to be.  The Internet, social media, and library reference databases can be a big help
  3. CATEGORIZE AND PRIORITIZE YOUR LIST
  4. BLOCK TIME FOR CALLS. Chose the most optimal time with the fewest potential interruptions.
  5. PRE-CALL. Consider sending a note or email to “warm up” the pavement.  (We will talk more about this in the next blog)
  6. KNOW WHAT YOU WILL SAY.  Know what you are going to say before you start dialing  When we connect with a prospect, they will only give us a very short time.  We need to say something engaging that strikes a chord
  7. KEEP GOING. Remember the law of averages is on your side.  Success will breed success, and it is the best antidote against the “monster”…fear of rejection.