Prospecting does stink!!
To call high-level people successfully you have to be really smart. It also means that when you find a formula that works, you have to do it over and over and over and over again.
Combining smart people with repetitive tasks, regardless of the high skill level necessary to carry them out, is a recipe for boredom and frustration – if you don’t know how to fight it.
At an in-house corporate presentation this week the group was particularly interested in how to fight the frustration of the no’s, not ins, maybe’s’, voicemails and hang-ups. Here are 4 strategies.
1. FOCUS NOT ON THE RESULT OF ANY ONE INDIVIDUAL CALL, BUT THE OVERALL RESULT FROM A GROUP OF CALLS OR A GROUP OF RECORDS.
The group was surprised to hear me say that I couldn’t care less about the result from any one specific call. You see, even the best callers hear something other than “yes,” about 4 out of 5 times. If you focus on the non-yeses, you are doomed to be overwhelmed with negativity.
Even though I don’t care about the result of any one call, I do care very very much about whether I put my best foot forward on that call. Did I deliver my pitch well? Did I respond well to the objections? If I have done those things very well and they don’t agree to meet, my attitude is “I don’t care.” If I am doing the right things well I don’t beat myself up over the vast majority that say “no,” because that is going to happen even when I am doing everything right.
I do care very much and focus on how many meetings were scheduled within a group of records, or per week or per day. I play a mental game called “beat the baseline” where I challenge myself to meet or exceed my average performance over time.
By focusing on the positive results achieved, it’s easier to not let the no’s overwhelm you.
2. TAKE SATISFACTION FROM IMPLEMENTING A COMPONENT OF YOUR OVERALL PLAN VERY WELL.
You must coordinate and execute a number of component parts very well to set sales appointments. You must identify a certain number of decision-makers every day/every week within a certain period of time. You have to complete your callbacks. You have to power call successfully, etc.
A good way to fight phone phobias is to focus on executing a component part of your plan very well. Take pride in the fact that you identified your 12 decision-makers today within the one hour allocated. Pat yourself on the back that all your callbacks were completed by noon.
Create the circumstances in your mind so that you can have positive thoughts about a job well done. And guess what – when you execute the parts well – you get more appointments.
3. PLAY MENTAL GAMES WITH YOURSELF TO IMPROVE YOUR FOCUS.
A. I’ll get up and get a soda when I have spoken to 5 decision-makers.
B. I’ll dial the next number within 10 seconds of completing a call for an hour.
C. I’ll make 50 calls this hour.
Just play games with yourself to get some variety and attention away from the no’s.
4. ALTER YOUR POSITION AND VOCAL TONE.
If you are in a slump and getting frustrated try standing up when you call. You also might try being animated when you speak. Move your arms around when you speak. Talk to your computer monitor.
You can also alter your vocal tone. Alter your delivery speed and pitch just to mix it up and make it different for yourself.
IN SUMMARY. This job is a mental challenge. Use the ideas above to fight the drudgery and stay positive.
Best wishes for good selling,