Sales professionals are a varied bunch, represented by all kinds of backgrounds, personality types, demographics and experiences.
However, it’s also true that there are some distinct characteristics that are frequently shared by successful salespeople. Some are innate. Others are learned over time or instilled through experience and mentoring.
While none of them, either by themselves or in tandem, can guarantee success, they are undoubtedly worthy of review.
Mindset has such a big impact on sales success.
Unfortunately, it’s quite easy to fall into the trap of negative thinking, especially if you’re just starting out, or if your numbers aren’t where you’ want them to be.
No one wants to find themselves in that situation. But if we’re being realistic, it happens to everybody.
The good news, is that there are a number of things you can do to prevent negative thoughts from arising. Or, to combat and turn them around when they do.
Cold calling is a time-tested method for lead generation, relationship building and closing sales.
But anxiety can get in the way of performance, either by hurting confidence, or by leading to call reluctance. The latter can reduce the amount of calls you’re making, or keep you from making calls altogether.
Let’s make sure that doesn’t happen.
It’s important to remember that anyone, including seasoned sales veterans, can get anxiety before picking up the phone. But with some shifts in strategy and mindset, you can keep that anxiety completely under control.
Any opportunity to increase the chance of a sale is worth considering.
Some tools and tactics take a lot of time, money, and effort. So they’re not for everyone.
Others are relatively fast and easy, but don’t have much use, exposure, or payoff. So they too, aren’t for everyone.
Well, here’s one tool that’s easy to implement, gets lots of exposure, AND really does make a difference.
When trying to successfully navigate through sales calls, much attention is spent on scripts. That is, what you should be saying…
And sure, these (and countless other scripts and responses) are important, and WELL worth the time you spend developing them.
But not nearly enough attention is spent on the other part of the sales call: The listening part.
So today, fellow sales pro, let’s forget scripts and focus our attention on the other side of the coin.
