Salespeople and business leaders face challenges, setbacks, and disappointments every week. If you’re in business, it happens! Sometimes it’s hard to stay positive.
Unfortunately, a negative attitude can destroy your motivation. Over time, it hurts your business, your career, and your personal life. Maintaining a positive attitude is often the biggest hurdle a salesperson must overcome.
Quite regularly I’m told, “Dew, I just don’t have enough leads!” As a salesperson, it’s hard not to panic when your sales funnel is drying up and fewer and fewer proposals are going out. You need to grow your prospect list and get more leads to call on—but it seems impossible.
Stop right there! There are ALWAYS enough leads!
Unfortunately, sales professionals often fall into a scarcity mindset and miss out on abundance. Feeling like you’ve “tapped your market” is a perfect example of scarcity thinking.
Keeping your prospect list full is crucial for your sales funnel and can drive an abundance mentality through your entire sales process.
Regret can make your life miserable. It can even force you to leave a career you once loved. After coaching and consulting hundreds of sales professionals and business owners, I’ve met plenty of successful people who wish they could do a few things differently.
Across this diverse group of people, these four regrets have come up over and over again:
Every salesperson needs to convert leads into closed deals. Making sales calls to a prospect list is the only way to keep your sales pipeline full. If it runs dry, so will your revenue.
We all know this, but sooner or later, most sales professionals face a huge obstacle clogging their pipeline: themselves. When it’s time to make calls, we hesitate, procrastinate, and get nervous or fearful. Call reluctance stops us cold!
The best way to get past call reluctance is to understand why it’s happening and how it affects your business. Every salesperson should:
Understand what call reluctance is.
Avoid the call reluctance trap.
Remember why you’re closing business now.
Get past the fear!
Try a new strategy to stay motivated.
These tips will help you get back on track and keep your sales pipeline healthy. Let’s dive in!
Last month I overheard someone saying modern technology was killing communication. “Why don’t we just pick up the phone anymore?”
Most of us take today’s technology for granted. It’s easy to forget that emails, texting, video calls, and social media are fairly recent inventions. Understandably, some people find all this change in such a short time overwhelming. They meet it with resistance and negativity.
But is tech really the worst thing for our lives and our businesses? I don’t think so. In fact, I love our technologically advanced world. Technology is our friend!
What were you doing on January 24th, 2019? Personally, I have no idea what I was doing. It’s just a random date I picked. But I’ll bet someone reading this remembers that day vividly—for better or worse.
If you can remember January 24th, 2019, maybe you have a miraculous memory and can recall every day of your life. But it’s much more likely that something important happened in your life on that day. A moment that’s burned into your memory.
These defining moments are the subject of The Power Of Moments by Chip and Dan Heath. This book was my #1 book of 2017, and years later, I still recommend it to someone at least once a week. It’s simply one of the best books on customer service I’ve ever read.