I am finally calling BS on the biggest myth in selling. Salespeople quit or fail because they "fear rejection." Give me a break. "Fear of rejection" is totally bogus.
A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.
Oh boy! Oh boy! You got the APPOINTMENT! Slow down there, commitment breath. You’re only at the steps of the church — not the altar.
Information is powerful. And, it can be more powerful than flashy presentations, high-priced lunches, or a list of big-name clients.
When planning your pre-call research, consider who you'll be talking with. Narrow your lead base to the people who will likely buy your product or service. Then, organize your call lists by industry as these prospects will likely be facing similar problems so you'll get more mileage out of your preliminary research.
Evaluate your sales plan: Does it ask too much of a prospect too soon? Does it reflect his needs or your own?
If you are on the phone, on a webinar, or in person, and you have a few minutes with the executive, what do you say to keep on track and be professional? Here is an invaluable framework. Adapt it to your situation, and boost your confidence and credibility.
Ever hear the old saying, “Failure is an event, not a person.” That statement is half right. Failure is an event AND a person.
If you were a professional jazz musician you would work on your craft. However, as a jazz musician, when you get into the performance, you must be able to improvise.