Symptoms, Prescriptions and Side Effects
Watching TV in the evening, there’s a good chance that a new prescription drug will be introduced to you. The ad starts out with symptoms of a problem that Americans are experiencing such as E.D., stress, depression, etc. Then the miracle drug is introduced to us and in this section of the ad, it seems that the symptoms can be remedied. At the end of the ad, it finally gets to possible side effects that you can get from taking the prescription. The ad has nice calming music in the background as they explain that you might get dry mouth, dizziness, and nausea. Side effects that are less common include hot flashes, nosebleeds, and yawning. Most side effects are minor and easily treated. However, contact your healthcare provider immediately if you experience such side effects as hallucinations, seizures, or panic attacks. How about the man who has “that issue” lasting more than four hours? YIKES!!
Symptoms of Prospecting Reluctance
Some of the symptoms of prospecting reluctance could be your current mindset—“People are holding out to see what the market/economy is going to do, so why bother prospecting”. It could be that you weren’t taught the art of prospecting-the “who” to talk to, how to utilize those in your sphere, your past clients, and having great scripts when you do meet with prospects.
Other symptoms include: making excuses instead of making productive calls. On the computer instead of prospecting on the telephone. Staying in the office instead of getting out and meeting with people. Spending time and effort on “safe” activities instead of sales producing activities. Common names for these symptoms are: Doomsayer-will not take social risks, Over-Preparer-over-analyzes and under-acts, Stage Fright-fears group presentations, Role Rejector-ashamed of sales career, and Separationists -fears of offending people by asking for referrals.
It also could be that you don’t understand the difference between marketing and prospecting. Marketing is where prospects contact you as a result of an action: flyers, emails/mailings and advertising. Prospecting is routine and discipline, it’s a sifting process, it’s making direct contacts with potential clients and referral sources. It’s executive networking, cold calling and asking for referrals. It’s action not activity!! It could be fear of rejection but for most of those who have prospecting reluctance, it’s the one major symptom—PROCRASTINATION. This is a dreadful disease that you must take care of or your business will continue to spiral downward.
The Prescription-Consistent Prospecting
Consistent prospecting is required if you are going to overcome prospecting reluctance. The more you prospect, the easier it becomes. A key word is commitment to the action. Commit to setting an appointment with yourself for one or two hours each day. Start with utilizing your resources: your past clients, friends, sphere of influence and your professional referral sources. Don’t let procrastination get in the way. Prospecting should be a daily discipline and cannot not be put off. Time block prospecting as a daily appointment. If you don’t brush your teeth daily, your teeth will go bad. The same is with prospecting. If you don’t prospect daily, your business will suffer and additional problems will occur: you lose momentum, you lose desire, you lose consistency in your income, you can’t pay your bills, you know what I mean. This prescription of consistent prospecting is not a miracle drug—you have to be persistent in calling clients as it takes an average of five calls to a client before you get the sale.
Positive Prospecting Side Effects
Unlike the prescription medicines we see on TV, only positive side effects will occur with consistent and persistent prospecting. You’ll have fun prospecting, you’ll eliminate sales slumps. If you receive customer objections, you’ll know how to counter them. You have goals that you want to accomplish daily. You have the mindset that no prospect can get away from you. The secret of the super star sales professional is that once they decide what prospect they want—they stop at nothing until that prospect becomes a customer. It may take time, it may take going above and beyond the norm, if you truly want a particular prospect—your mindset is YOU CAN DO IT!!
You will receive POSITIVE ENERGY! Positive energy is when people are willing to go the extra mile to solve a problem for a prospect. They are able to share positive input, new ideas, and feedback with their peers, and have the desire to go and do their job---with JOY!! Positive energy from consistent prospecting is when you get excited about seeing prospects, current clients, and look forward to every day with energy to spare and share. So, when you have positive energy, the world is in your hands.
One Last Thing
An article I did a couple of weeks ago was published at Saleopedia.com and has been nominated as one of the top sales articles at: http://www.top10salesarticles.com .If you would like to read the article and feel it deserves your vote, then I thank you in advance. Have a wonderful and successful week!!
Tom Ninness is the Vice President/Regional Production Manager for Cherry Creek Mortgage in Denver, CO. He is also the President of Summit Champions, Inc. and creator of the “The 90 Day Journey to Your Sales Success”, a powerful 90 day action plan for the sales professional. To learn more about The Journey and Summit Champions, go to: www.summitchampions.com or contact Tom at [email protected]