Of all the reasons salespeople come to me for coaching, call reluctance is one of the most common. Every single salesperson I know—myself included—has suffered from it at some point or another.
It’s important to realize that call reluctance is a real, legitimate feeling. You’re not making it up, and you’re not crazy for feeling this way. You can get past it, and it doesn’t have to be something you fight forever. I’ve got a few methods to help you kick call reluctance for good.
During times of extraordinary stress—like what we’re experiencing during the COVID-19 pandemic—exercise becomes even more vital. Is your mental health taking a nosedive? You can turn it around in just 10 minutes a day.
Most salespeople love presenting but feel most comfortable when we loosely know an outline and then wing it. When it comes to following the company presentation or memorizing a sales script, we can feel constrained.
I hear salespeople complain all the time that they’re “bad with names” or they can’t work from a script. I say, nonsense! You just need to train yourself that you can. The following ten tips are part of my toolkit for becoming a master of sales script memorization.
What distinguishes average salespeople from top-performers? Regardless of education or experience, success is directly tied to self-discipline. Above all, top-performing salespeople know their numbers.
Tracking sales activity might not seem fun. It doesn’t give you the euphoric feeling that closing a deal can; tracking your numbers doesn’t have an immediate pay-off. It can take months (sometimes years) before you’ll reap the rewards of it, but if you want to rise to the top in your industry, then you have to know your numbers.
Here’s the good news: keeping track of your sales activity doesn’t need to be complicated.
I’ve written a lot about routines in the past. From morning routines to end-of-week routines, I’m a firm believer that consistency creates wins. In challenging times, routines are more important than ever.
Times like these are tough, and beating yourself up about all the things you aren’t doing right (or those you think you aren’t doing right) simply isn’t productive. There is a way to use routines to hold yourself accountable while also giving yourself some grace.
I’ve written previously about the 3 Levels of Goal Setting. But if you’re struggling to figure out how to calculate those numbers for yourself, don’t worry! I’m going to help you reverse-engineer your sales goals and create simple activity goals.
Picking a number and saying, “Sure, that feels right,” when you’re trying to set intentional, smart goals can feel disorganized. I find the best way to arrive at the perfect number is to work backward. There’s a simple calculation for it.
I’ve heard this from a lot of salespeople lately: How do I still sell right now? I know trying to sell during a crisis has put us all in uncharted waters, but we have to keep moving forward.
This current crisis feels different because COVID-19 has affected everyone. But we can still learn lessons from other nationwide tragedies (the aftermath of 9/11, the Great Recession) or the more common regional natural disasters and industry-specific downturns that can be devastating for our clients.
We can start selling again. But we need to approach it the right way.