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Motivate yourself to prospect and overcome fear of rejection

thedoo
September 28, 2017

Stylepoints do not count. Power is not enough. In the sale comes winning alone with attitude! And winning prospecting or cold calling, whatever you can call your company, is all about attitude!

If you are responsible for opening new accounts, one of the keys to your financial success is one of the keys to your financial success. Your attitude towards prospecting.

If you do not have the desire to prospect or be afraid of it, you do not do it often enough. As a result, your prospecting skills are getting weaker. This causes your motivation to go down and it is now becoming a monumental task.

When we assess the reasons why a seller has reached insufficient levels or levels at an unacceptable level, we are constantly reminded of the following; They are not motivated to prospect or have fear of rejection. Neither their lack of motivation nor the fear of rejection is the main guilty one; Both are to blame. It's a catch-22. Either the lack of motivation causes the fear of rejection or fear of rejection motivates them. Either way, the person will never be the effective prospector they might be.

What we offer here are some ideas about motivation and motivation for prospecting or cold bubbles. We also included suggestions that help you overcome fear of rejection. When you internalize these concepts and techniques, you become the most effective prospector you can and you will achieve the level of financial success you deserve.

Believe it works.

Telephone or Cold Calling by Door to Door is a very effective way to find qualified leads for your business. Since the beginning, farmers, livestock farmers and a variety of other sellers have marketed their products on horse and buggy. Currently millions of companies spend millions of dollars and millions of sellers are doing it. So why not?

Please prepare yourself.

Prospecting is like a contact sport. You are also willing and have an advantage over the other person, whether you are unprepared and not. Top sellers have regular sentences, statements and / or scripts that they use to generate interest in the perspective. They are also prepared with a list of common objections and responses to address the resistance that the prospect or gatekeeper throws on them. This preparation comes from practicing with a colleague or sales manager and / or making many calls to prospects. My question is: "Are you fully prepared?"

Discipline itself.

Whenever you feel like stopping and / or exploring yourself, you're a little in fear of rejection. The only way to beat this mistake is to keep the discipline to continue. Discipline in our company is about compelling yourself to do something you do not want to do. If you're standing by that name on your list or outside the front of the door – just do it! Nobody has more power to discipline you.

Put that feeling around.

Try to understand why you stomach your stomach when looking forward. Or why do you hate the phone and have the fear of rejection. Imagine why you feel this way and listen to the answer. If you are in a quiet place and really interested in finding the reason, it comes out. Do not let that feeling control you. You need to learn how to check. Once you have control, you can convert the negative feelings into positive energy. The good news is, the worse you feel now, the stronger you will be when you convert it and the more likely you are a prospective dynamo!

Do not take it personal.

Most, if not all, of the prospects you will call are bombarded by sellers every week. And they reject most, if not all. They do not reject you; They have rejected all other sellers who called them this week. So when you call, you're not rejecting them, they reject another seller. Do not feel so pronounced. You are among an elite group of people whose task is to find people who are not so willing or unable to refuse sellers. And that's easy if you have a good call list and are well prepared.

Partner with a friend.

Many people practicing would rather do with a friend because it helps them motivate. Both people enjoy the training more, plus they keep each other in line. We recommend finding another seller in your organization that has the same or better work ethics as you and agree to keep each other motivated and positive during the prospects. When you make commitments to when, how long and who you want to outlook, you unconsciously put an unbelievable pressure on yourself to keep your end of the bargain. This is a very healthy pressure to have.

Make the time to look forward.

This is part of the discipline theory we discussed earlier. Every seller we meet says they are busy, and some say they are too busy to prospect. This is nothing more than an excuse and an infection for fear of rejection. Top sellers make the habit of prospecting a certain percentage of their week. Regardless of their workload, they place a priority on prospecting and do them regularly.

Organize your list of leads.

It's a complete waste of time to make phone calls to businesses and people who are not qualified to purchase your product or service. Top sellers have at least 100 qualified leads at their call list at all times. A Qualified Advantage is defined as a prospect that you can use and pay for the products or services you offer or currently use similar products or services offered by your competition.

A business card is no prospect.

I'm amazed at how small value sellers look at the prospects. They get a business card somewhere, write a few notes on their backs and use this as their main prospecting system. A stack of these things with a rubber band wrapped around them is an inefficient method of prospecting. I recommend that you use a computer, index card system, 3-ring binders or a manila file folder system and keep more information about each prospect. In addition to the name, title, phone number with direct extension and address of the person authorized to purchase your product or service, you can collect and use additional information to your advantage.

-Makers only.

Strong lead lists have the name of the decision machine for each lead. A decision maker is generally defined as the one making the decisions regarding your products or services. Generally, there are two things we look for if we categorize someone as the ultimate decision maker: 1) The ultimate authority in their organization to dominate everyone's decisions about your products or services, 2) The ability to allocate money, determine budgets, make POs, sign checks, give a credit card or make appointments with you. They have the money and they can spend it!

Alright or not?

Sellers ask me regularly whether it's better to call cold for eight straight hours (one full day) or break it in two to four hour sessions. Frankly, I've met successful salesmen who do it in both ways. A seller may prefer to assign a full day except prospect, while another preferring to break it on two different days. I do not think it's different, I think we all have to find the method that we find comfortable. So your discipline can concentrate on prospecting during this period and not on other busy work.

Missing the day / session.

The fact of the matter is that even large prospectors will be rejected. Prospecting is a numbers game based on percentages. Having said that, I think it's sometimes difficult to reject people for a long time. So I commend you to break your session in a similar way. Make a certain number of calls to brand new prospects and make a few calls to prospects you've previously requested. Then bring a few people for referrals, then take a short break.

What I have just described is one bike. The length of each cycle depends on your commitment to prospecting, your work ethics and the level of sustainability. To be able to anticipate effectively, repeat these cycles so often to get results. You can only determine the length of each cycle and how many cycles a day you are comfortable.

Use a headset.

Not for motivation, for discipline and efficiency. When you're literally "literally" connected to the phone via a headset, it's much more difficult to walk away from your desk. So many people turn the phone down and have trouble retrieving it. They do not even realize it, but once they put it down, the resistance to catching the weather is even bigger. If you can not afford a headset, make it a rule that you will never drop the receiver until you call at least "x" calls. Just hang each call with your finger instead of putting the receiver down. Once it's even harder to pick up!

Hold all calls.

Not for motivation, for discipline and efficiency. A telephony prospecting session is just that – only outgoing calls. Have your receptionist or assistant hold all your calls or lead to your voicemail. Telephone efficiency is about rhythm. Once that rhythm has broken, it's hard to restart it. When initiating incoming calls, you may be a friend or even worse, a customer who needs something now. Tree: rhythm broken.

It is a number game.

Even professional baseball players are only successful to come up with 30% of the time. And judge them in terms of skills in the top 1% of all millions of children who start playing baseball. So let me get this straight. They are the best of the best, paying millions of dollars and still fail on a consistent basis 7 out of 10 times! Why do not they get fear of failure? Because they understand it's a numerical game. In the sales profession a success of 20 to 30% is good. If you can guarantee 2 to 3 appointments from every 10 prospects or leads, you will do a good job. Keep in mind that each customer is no & # 39; you step closer to that evasive & # 39; yes & # 39; gets.

Building on small successes.

Regardless of your level of experience, you may occasionally fall asleep like professional athletes. To overcome this, they do not stop, they focus their attention on, exercise regularly and keep up on it. They slowly begin to succeed and get their trust back. You can do the same by making a strong referral list or by applying a number of previous accounts. This will restore your rhythm. Once you begin to succeed throw a few cold prospects and take a look at your trust. Even if you are not in a precipitate, you may call older customers in a telephone conversation to maintain your motivation and trust.

Increase your tolerance level.

Do not start your career with the 100-mile marathon. You start with the 5-mile marathon first. Then you build your level of tolerance and endurance. Same with prospecting. If you suffer from a lack of motivation or fear of rejection, you start small and build your way. Start with 10 calls the first week, 15 call the second week, 20 call the third week, 25 call the fourth week, and so on. Recently I was thrown out of a building by a security guard while I was prospecting with a new sales representative. She was so embarrased and destroyed. I was fun!

Set goals.

Recently I spoke to a veteran seller of about 16 years. For the last 8 years, he had a strong account base and did not have to make cold calls. He just took a new job with a company that does the bulk of his business through telephone prospecting. He said he was first afraid (he had a wage cut in the hope of the bigger payoff) but had confidence in the company and joined. He told me the main reason he has been more successful on the phone than most other new reps is because he sets goals for himself every week. He has goals for how many times he calls the phone, the number of contacts he makes, and the number of appointments he makes. Basically, he said he works for hours as needed to achieve his goals. Now that effort and desire!

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