ATTITUDE TOWARD PROSPECTING MUST CHANGE.
“Only the strong will survive” in a competitive business environment. True enough, but just what constitutes “strong.” Knowledge, skill, and preparation are the attributes required for strength in business. Even athletes need more then physical strength to be competitive.
THE MORE THEY PROSPECT, THE MORE THEY HATE IT.
When prospecting for new business, the longer a salesperson has been doing it, the more cumulative bad experiences have occurred. The irony is that instead of getting better at coping with people's bad behavior, they seem to let negative human emotions pile up.
SALESPEOPLE AVOID CALLING AND BURN OUT MAY RESULT.
A lot of things start to happen when this occurs that may result in burnout, coasting, and disenchantment. They run the risk of avoiding calling, the very things that generates their income. They are constantly asking whether their prospecting skills good enough.
YOU SEE "GOOD EXAMPLES OF BAD ATTITUDES."
You see good examples of salespeople with bad attitudes all of the time. If you want to know how your salespeople approach a prospect, you could plant a “ringer” among the prospects to be called and you can record them. You'll find out whether they make the call in her first place as well as the methodology used in speaking to the prospect.
SALESPEOPLE HAVE ATTITUDE PROBLEMS AND NOT JUST SKILL PROBLEMS.
Just fix the problem with people’s ability to say the right thing and the problem will be solved. Of course this sounds like the obvious thing to do. The simple fact is that it is “easier said then done.” If it were easy, everyone could do it. We wouldn’t have this problem if there were a simple fix. If sales training could teach it, we could solve many of the problems.
THEY “WING IT” RATHER THEN PLAN EVERY WORD.
The fact is that most everyone has a general idea of what they intend to say in any situation, but spend little or no time thinking and writing out every word in advance. When it comes to prospecting, it’s an unforgiving world.
IT'S HARD TO CHANGE SALESPEOPLE
Salespeople resist change. It’s not a matter of going back to basics, they didn’t master the basics to begin with. Some people think they know everything they need to know. “I’ve come this far with what I know, so why should I change.” Prospects don’t care about your old-fashioned ideas or where you learned them.
Sadly, they don’t know what they don’t know. Ignorance is bliss. If salespeople would only learn the principles of writing a sales script.
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