Your Worst Sales Fear
“How long should I call someone before I give up?”
“How frequently should I be making calls on a prospect?”
“What do I do if someone yells at me for being too persistent?”
These questions come up a lot in my calls with sales reps and selling owners. Because we were raised to be considerate adults, there is a conflict that occurs when we are taught to be diligent in our efforts to reach prospects. Fear sets in and sometimes takes over.
The day will come when a prospect will get upset with you for doing your job. You might get a nasty email or an angry voicemail or, worst case scenario, a live conversation with someone whose choice of words is more suited for a locker room.
That being most new sales reps’ worst fear, let’s get prepared for it now, shall we?
Here’s what I want you to do: Pair up. Sit with someone and have an uncomfortable conversation. One of you is the angry prospect, mad that you’ve called one too many times, and the other is a sales rep. When it is your turn to be the rep, practice different approaches for calming the client down until you are confident that when it really does happen, you will be ready.
My guess is that you’ll gain a great deal from this exercise, lessons that go well beyond simply overcoming your worst fear.
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.