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.
But before you can focus on making a routine a habit, you have to decide which routines will be the most effective for you. For me, there are four routines that have risen to the top—they’re the best at making me feel centered, productive, and in control of my day:
Get 8 hours of sleep with a regular bedtime
Exercise as soon as you wake up
Launch your workday with a to-do list
Make time to decompress every night
Putting these routines into consistent practice so that they’re happening at the same time every day can seem daunting. But once they fall into place, everything else in your life gets easier and happier. It’s amazing! Let’s take a closer look at each routine.
As a sales coach, I’m all about goals. My goal is to help salespeople achieve their goals—both personal and professional.
Every salesperson should know what their sales goals are. You might not have mastered them yet, but at the very least, you have a number you’re planning on hitting for the year. The goal is set—just start selling, right?
Recently, I had an experience that reminded me how important first impressions are. If you’re a salesperson, getting this right needs to be a top priority!
Your first impression can literally make or break a deal—and research has shown that people start determining whether you’re trustworthy in as little as a tenth of a second. What they decide within the first seven seconds of meeting you can influence the rest of your relationship!
In The 7 Habits Of Highly Effective People, Stephen Covey describes two opposing views: the scarcity mindset, ruled by a fear of limited resources (you should get your piece of the pie before someone else gets it), and the abundance mindset, in which you believe there’s always enough to go around.
I’ll let you guess which mindset is most common in highly effective people! (Spoiler alert! It’s the abundance mindset.)
Top sales performers usually think they’re living in an abundant mindset. They know they’ll never run out of clients. They know that there’s plenty of money in the world, and the success of another salesperson on their team isn’t a threat, but something to be celebrated. They’ve figured out how to use the abundance mentality in sales.
However, after years of working as a sales coach with top producers, I’ve discovered a few areas where scarcity creeps into a salesperson’s mentality—even when they’re the most successful producers on a team. One of the most common symptoms I see: a salesperson who can’t stop answering their phone. I know you’re thinking, “but Dew, you wrote a post about sales rock stars answering their phone,” but hear me out on this one.