SALESPEOPLE LET EMOTION OVERCOME LOGIC.
Sales people cannot let a few antagonistic individuals ruin their most valuable source of business. Salespeople get upset and overreact when treated rudely. Logic reminds us that we tend to dwell on the few bad people that give us a hard time and forget about the many good people we meet.
HURT FEELINGS AND HOSTILE TREATMENT.
Salespeople avoid controversy and hostility. They can't stand conflict. The subconscious is more powerful than we realize. Often a salesperson unconsciously feels they’re not prepared with the right things to say to a prospect.
SALESPEOPLE TAKE IT PERSONALLY.
The reality is that potential prospects don’t harbor any more ill will toward local professionals and business people then they did before the proliferation of phone prospecting. That would be true unless you sound like a telemarketer and say the same things they say.
LOW THRESHOLD FOR PAIN.
Fear makes us a coward. It is a fear of conflict and disapproval to which it is easier to retreat to a comfort zone protected from hostilities where we are safe. We rationalize and have thousands of excuses to avoid the possibility of appearing to have a weakness. Instead we just don't prospect. For those who can't take conflict, the answer is to blame the prospect for being unreasonable We take the path of least resistance by not picking up the phone and making a prospecting call.
NO PAIN EQUALS NO GAIN.
All salespeople want to hit home runs but how often is that possible. The old saying “no pain equals no gain” applies to prospecting because there’s a certain amount of discomfort involved prospecting. There’s simply no way to expect to score every time you go up to bat. Sometimes you’ll hit a homerun, but more often than not, you get a base hit. It’s the base hits that bring in the runs; it just takes a little longer.
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