THE REASONS WHY SALESPEOPLE FAIL IS THAT THEY DON’T PROSPECT ENOUGH.
Salespeople in just about every business that involves selling, say that they hate to prospect for new business. Countless surveys show that the “number-one” reason that salespeople fail is their reluctance to prospect. “Reluctance” or as it is called “rejection” is stated to be at the core of why salespeople hate their jobs.
The starting point of all business is the initial contact. Someone must make the call. If you don't make the call your competition will. In order talk about how to succeed in selling we must talk about why a salesperson fails. It’s a problem looking for a solution. No one is immune; CEO’s, professionals, business owners, and shopkeepers cannot avoid making an unannounced call for the purpose of obtaining new business.
The biggest frustration in the business world is getting people to prospect. They're faced with problems at every step of the process but can't pin down the real problem. They don't even know what the real problems are that are preventing salespeople from prospecting.
PROSPECTING IS AN ACTIVITY THAT IS AVOIDED.
In prospecting fear of rejection, failure, and humiliation are not caused by what others do, but by what they say and how they say it. It’s never a physical attack but a verbal attack. The only way to avoid any type rejection is to avoid making phone calls in the first place. To avoid hostile prospects is to not make any calls at all and is not a good alternative.
Making a call is like "looking at a firing squad." Which one of them will fire the blanks and which will fire the bullet to get me. I get far too many people who say “no” rather then “yes” so I'm unhappy 98% of the time. For every four hours I attempt to get business, I’m happy for 20 minutes. Each one of us thinks that they are the only one unhappy when making prospecting calls. Every salesperson I have have ever met feels the same way.
Maybe I can write about some things that will help all of the salespeople of the world become better at what they do by sharing what I learned.
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