1. The salesperson.
2. The qualified prospect.
3. A need or want that the prospect has.
4. The product or service.
5. The selling strategy or procedure you follow that guides a prospect to the
natural conclusion of the selling process; the sale.
While many salespeople would say the selling process is about the
customer, they wind up making it about themselves.
How do I know this? Look at some of the limiting beliefs that contribute
to cold calling reluctance that we mentioned earlier. Think about all the
fears or reluctance you may experience when it comes to cold calling or
selling.
Look at the first word that begins each statement above. Making the
selling and cold calling process about you is the number one roadblock to
successful prospecting and the number one cause of cold calling reluctance.
Instead of making the selling process about you and how much you can gain
if you sell, make it about the prospect and how much value you can deliver
to them.
If you are experiencing any fear or resistance to prospecting, look at
who you're making the selling process about. Chances are, you're making it
about you!
Once you shift your focus and energy towards making it about the
prospect, it will immediately relieve you of the unnecessary pressure to
look good and perform.
You are either making the selling process about you and how much you can
gain (money, sales, status, and so on), your fear of rejection, looking bad,
or hearing "No," or you're making it about the prospect and how much value
you can deliver to them. Now, the cold calling process is no longer focused
on the salesperson's negative assumptions or fears but on the prospect and
the advantages that your product can provide them.
After all, if you are making the sale about you and are concerned about
your performance, then how are you ever going to capture their interest when
all of your energy, concentration and attention is being directed on to you
rather than focused on the prospect?
Make the selling process about the prospect and the value you can deliver
rather than what you can gain if you sell. Once you do so, the sale then
becomes the natural byproduct of your selfless efforts and good intentions.
About the author:
Keith Rosen is a best selling author and Master Sales and Leadership
Coach. He provides one to one and team coaching and training that inspires
you to move from intention and into action so that you can achieve more,
faster. He is the author of Time Management for Sales Professionals and The
Complete Idiot's Guide to Cold Calling. Contact Keith or receive his free
newsletter, call 1-888- 262-2450 or visit
