Peady’s Selling Engagement sponsored by IRD Prospector

So, what are you afraid of?

• Prospecting
• Asking for an appointment
• Meeting with a senior decision maker
• Conducting a business focussed meeting
• Dealing with tough objections
• Uncovering needs with smart questions
• Closing the sale
• Following up overdue accounts

The list goes on and too many times these selling fears are completely unfounded. In truth it’s more a fear is of doing something different, a fear of change.

Fear prevents potentially great sales people from even trying

I recently read an article by renowned author Napoleon Hill and he worked out the average number of attempts a person will try something before giving up. The answer will surprise you – it’s less than once!

That means most people quit before they even try something.

What can you do about it?

Given the stats you only need to attempt something new two or three times to put yourself ahead of the pack. So what is it that you aren’t so good at?
Then make a decision to work at it for the next 21 days – that’s how long it takes to change a habit.

Prospecting

Set a time each day, maybe one hour and dial as many prospective customers as possible in that hour to introduce yourself, demonstrate your point of difference, qualify them and seek an appointment. Say you talk with 3-4 people in that hour, then multiply that by five days. That’s 20 new prospects a week!

Objections

If you want to get better at dealing with objections practice dealing with them. Make a pact with yourself not to give up until you deal with at least three objections every time you talk to or meet with a potential client.

Given that most sales people don’t go past one or two that immediately places you in the top echelon. It also gives you a better chance to continue the discussion and make a sale.
 
It’s not fear its only change

Different is good. Change is good. Good for you personally, good for your income and good for your career too.

Make the commitment today – get rid of that one big selling fear that’s holding you back.
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]