| Have you ever started something and not
| |
| | base. I used to bring on new clients
|
| completed it? Or
| |
| | quite regularly but I can't
|
| maybe there's something that you know
| |
| | remember the last time that I brought on
|
| that you should do but
| |
| | a really new client. My
|
| you just don't seem to get around to it?
| |
| | team don't really see me as a new
|
| Or perhaps there's
| |
| | business winner and I know
|
| something that you know would benefit
| |
| | that the boss thinks that I only
|
| from more attention /
| |
| | "cherry-pick" easy business.
|
| more focus but you just don't give it
| |
| | his makes me feel annoyed as I know that
|
| the attention that it
| |
| | I can be better than
|
| deserves?For a lot of business people
| |
| | this. What's more I think that I am less
|
| this sums up the selling experience!Most
| |
| | confident in my dealings with existing
|
| people that I speak to who are involved
| |
| | clients and this is impacting my
|
| in sales freely
| |
| | potential revenues."I don't have enough
|
| admit that they don't focus on new
| |
| | time. "Because I don't make the time to
|
| business enough or that they
| |
| | generate new business I am sabotaging my
|
| frequently put off new business
| |
| | own chances of
|
| generation to do
| |
| | success. When the others are doing
|
| something else instead. This seems
| |
| | business generation I am
|
| surprising when every
| |
| | usually doing administration. I'm not
|
| business person knows that new business
| |
| | really part of the team
|
| generation is essential
| |
| | because of this and it upsets me."What
|
| to helping them to hit target, push them
| |
| | Future Consequences Will Your Problem
|
| over target or build the business that
| |
| | Bring?Quite often when we don't do
|
| they desire.Given this - why is it that
| |
| | something right now it doesn't
|
| we so often don't take action?A large
| |
| | really matter. Doing exercise today or
|
| percentage of people that I speak to
| |
| | not doing exercise today
|
| complain that sales
| |
| | will do little (or nothing) for your
|
| isn't seen as professional and that they
| |
| | fitness levels, your physique or your
|
| don't consider
| |
| | health. When considered over a larger
|
| themselves as doing a professional job.
| |
| | period of time however daily actions such
|
| When I ask them when
| |
| | as exercise will determine massive
|
| they last read a book or attended a
| |
| | differences in the results that you
|
| seminar on selling,
| |
| | get.When considering your actions and
|
| communications or motivation they look
| |
| | their consequences you
|
| at me like I'm stupid.90% plus haven't
| |
| | need to look at the long-term. It's
|
| read a book in the last year and ...well
| |
| | important that you take time
|
| over
| |
| | to really think through and picture
|
| 80% have never read a book on selling!Is
| |
| | these consequences. The
|
| it any surprise then that they feel
| |
| | more real they are for you, the more
|
| unprofessional?Question.Would you
| |
| | leverage for change will be
|
| consider a brain surgeon with no training
| |
| | created.Questions to ask yourself...* If
|
| and who
| |
| | nothing changes in your current situation
|
| had never read a book or attended a
| |
| | what will the
|
| seminar? I don't think so!So why is this
| |
| | consequences be?* What's the likely
|
| the case?I believe that it simply comes
| |
| | outcome of your continued action (or
|
| down to leverage. We often know
| |
| | inaction)?* What consequences will this
|
| what we need to do but it's just easier
| |
| | have on your sales career,
|
| not to do it. Think about it for a
| |
| | finances, business, promotional
|
| second. Have you ever thought that you
| |
| | prospects and self-esteem?* What's at
|
| really needed to so some cold calling?
| |
| | stake for you?* How will others such as
|
| You maybe got the client list together,
| |
| | your family, friends and
|
| got yourself a coffee and sat down to do
| |
| | acquaintances be affected?* How do you
|
| it. All ready to go but then you ended up
| |
| | feel about this course of events?Fear of
|
| going through your email inbox! I think
| |
| | rejection. "Ultimately, I will not have
|
| every business person has done that
| |
| | enough business
|
| because sometimes it's easier just not to
| |
| | coming in and I will probably be sacked
|
| do it!As we're still at the start of 2005
| |
| | or go bust. No business
|
| I decided today that we should focus on
| |
| | can survive without new sales. I have
|
| what you want and on how to get leverage
| |
| | been quite ambitious in
|
| so that you feel compelled to take action
| |
| | the past and have taken on loans for
|
| right now. Record the results of your
| |
| | cars and a new house. If I
|
| findings in your sales success log and
| |
| | don't make the sales then I could easily
|
| remember ... the more detail you go into,
| |
| | lose these. My industry
|
| the greater the leverage ... the greater
| |
| | is quite small and it would not be good
|
| the leverage, the more the call to
| |
| | for my reputation or
|
| action.But before we do this... consider
| |
| | future employability if I were sacked or
|
| the fact that according to all of the
| |
| | made redundant. I
|
| statistics - you are about to catapult
| |
| | would hate the thought that I had failed
|
| yourself into the elite group of sales
| |
| | to do my job. If I lost
|
| winners!Why?* 90% of sales people don't
| |
| | my house it would put an incredible
|
| buy books or listen to audios* 90% of
| |
| | amount of pressure on my
|
| books / audios won't be read / heard past
| |
| | family life too as we are hoping to have
|
| the first
| |
| | a baby next year."I don't have enough
|
| chapter* 80% of readers / listeners
| |
| | time. "If I don't create the time to
|
| won't take any actionThat means that if
| |
| | generate new business I won't make any
|
| you read AND take action you will be part
| |
| | sales and I will lose my
|
| of
| |
| | job. This will make me unemployable as
|
| an incredibly elite group!
| |
| | my reference would be
|
| Interested?Where are you now?No
| |
| | poor. I wouldn't be able to keep up the
|
| seriously! Where are you now? When I work
| |
| | car payments or my
|
| with
| |
| | mortgage. This would create massive
|
| individuals and teams I have discovered
| |
| | family tensions and
|
| that it takes an
| |
| | personal stress."Take Personal
|
| incredible amount of courage and honesty
| |
| | ResponsibilityPeople often ask me what
|
| to really investigate
| |
| | the differences are between great
|
| where we are currently. In life we all
| |
| | salespeople and sales superstars. This
|
| live in our own
| |
| | is a truly great question
|
| perceptions of the world - prejudiced by
| |
| | which, I believe, has several answers.
|
| the spectacles that we
| |
| | High up on my list would
|
| habitually wear. If you are going to
| |
| | be that sales superstars' take personal
|
| make a radical difference to any area of
| |
| | responsibility for their
|
| your life it is essential that you break
| |
| | success no matter how hard things around
|
| through this barrier and be honest with
| |
| | them may get. Only
|
| yourself. Only by taking this crucial
| |
| | by taking total personal responsibility
|
| step will you get what you want.Over the
| |
| | can you become totally
|
| course of the next few minutes I am going
| |
| | accountable for the results that you
|
| to ask you
| |
| | get.Keeping this foremost in your mind
|
| some questions. The more time you take
| |
| | consider how you
|
| to really consider these
| |
| | contributed to the current situation or
|
| and think through the answers, the more
| |
| | problem?I totally accept that your
|
| they will help you to
| |
| | initial answer may well be that you
|
| get leverage. I strongly recommend that
| |
| | didn't contribute. For many people this
|
| you record the
| |
| | way of thinking
|
| questions and the answers into your
| |
| | represents a quantum leap in their
|
| Sales Success Log (SSL).Questions to Ask
| |
| | habitual behaviour so it may
|
| YourselfWhat is the most pressing issue
| |
| | not come easily.Keep asking
|
| or challenge that you face with
| |
| | yourself...If I knew, how have I
|
| new business generation at the moment?If
| |
| | contributed to this current situation or
|
| you were to know, what is the biggest
| |
| | problem?Fear of rejection. "I have
|
| issue that you need to
| |
| | allowed myself to fall prey to my
|
| resolve at the moment such that if you
| |
| | own imagination and become fearful of
|
| solved it you would
| |
| | generating new
|
| make a major breakthrough?Sometimes this
| |
| | business. I have focused on the times
|
| question isn't so easy to answer. Keep
| |
| | that I have not succeeded
|
| asking it
| |
| | rather than the times that I have. I
|
| of yourself over and over. Let's face
| |
| | have listened to people
|
| it, if this was dead easy,
| |
| | around me who are not getting results
|
| everyone would do it and then you'd only
| |
| | rather than focusing only
|
| be keeping up not
| |
| | on those who are peak performers."I
|
| getting ahead!Typical answers include:*
| |
| | don't have enough time. "I have allowed
|
| I don't have enough time to generate new
| |
| | myself to make
|
| business
| |
| | excuses and rationalise my own behaviour
|
| * Making excuses
| |
| | because of my fear
|
| * Fear of rejection
| |
| | of rejection. I have listened to and
|
| * Not confident enough
| |
| | adopted the mindsets of other salespeople
|
| * Not enough training, knowledge,
| |
| | who are making excuses rather than taking
|
| support, back-up etc.
| |
| | action."Do You Want to Change Now?Before
|
| * Market depressed
| |
| | we start talking about what you want
|
| * Client rejections
| |
| | instead I think that
|
| * Price
| |
| | it's important to know that you do want
|
| * Existing supplier relationships
| |
| | to change now don't
|
| * No database
| |
| | you. So take a moment and consider...*
|
| * Unqualified leads
| |
| | What you will gain when you resolve this
|
| * And many, many more...Am I sure that I
| |
| | situation?* What results will you begin
|
| understand this issue fully?Sometimes the
| |
| | to get and why will you enjoy
|
| presenting issue is not the real issue at
| |
| | them?*How do you feel about your
|
| all.Before we carry on you need to ensure
| |
| | decision to move towards a
|
| that you have a full
| |
| | satisfactory solution?Fear of rejection.
|
| understanding of the issue at hand.*
| |
| | "When I let go of the fear I will be able
|
| What is really going on here?
| |
| | to
|
| * How long has this issue been going on?
| |
| | generate new business confidently and
|
|
| |
| | professionally. This will
|
| * Have I always considered it a
| |
| | allow me to take control of my own
|
| challenge?
| |
| | destiny whatever sales
|
| * How bad are things really?
| |
| | challenges are thrown into my path. I
|
| * Is this worth working on?For the rest
| |
| | will begin to create new
|
| of this exercise I am going to use fear
| |
| | client relationships, new sales and new
|
| of rejection and not having enough time
| |
| | opportunities. Knowing
|
| as my examples. I will be basing my
| |
| | this makes me feel alive and ready to
|
| answers on typical answers given by
| |
| | get going."I don't have enough time. "I
|
| coachees in sessions that I run.Fear of
| |
| | will gain the ability to choose
|
| rejection. "Before I even make the call I
| |
| | how I spend my time rather than being
|
| am worried
| |
| | dictated to by my
|
| that the client will reject me. I wasn't
| |
| | irrational fear. I can concentrate on
|
| always worried about
| |
| | planning my sales
|
| this. When I first started selling I
| |
| | campaign so that I gain maximum benefits
|
| didn't care at all. I guess that I
| |
| | from my efforts. I
|
| started to feel this way about 3 months
| |
| | feel excited at the possibilities
|
| after I started. I seem to get rejected
| |
| | ahead."You + 100% CommitmentMany times in
|
| much more often now and, if I'm honest I
| |
| | my programmes I ask you to commit
|
| do very little new business generation.
| |
| | yourself to
|
| This is definitely worth working on as my
| |
| | action. In the minds of sales superstars
|
| lack of proactivity is effecting my
| |
| | there is no greater
|
| business."I don't have enough time. "I
| |
| | commitment than to yourself. Grab your
|
| think that this is more wrapped
| |
| | Sales Success Log and
|
| up with the fear of rejection. I am very
| |
| | answer the following questions...1. What
|
| busy but generally I do
| |
| | is the most powerful and congruent step
|
| make excuses when it comes to
| |
| | that you can take right now?2. What's
|
| cold-calling. If I didn't have the
| |
| | going to get in the way of you taking
|
| fear of rejection I am sure that I could
| |
| | it?3. How are you going to deal with this
|
| find the time. I started finding things
| |
| | challenge?4. When will you start and
|
| to do as soon as I started to win my
| |
| | complete this step (put a date on it)?My
|
| first clients and things have really got
| |
| | suggestion is that you sign and date your
|
| pretty bad now. If I were to lose a
| |
| | commitment to
|
| client I really have no back-up as I
| |
| | this step.Welcome to the new you ...
|
| haven't been focusing on new business
| |
| | let's get going!For the last 10 years,
|
| generation at all recently."What is the
| |
| | Gavin Ingham has been helping sales
|
| Impact of This Problem on Me?Now... I
| |
| | people to explode their sales performance
|
| said that you had to be honest! Ask
| |
| | by turning self-doubt, fear and lack of
|
| yourself...* How is this problem
| |
| | motivation into self-belief, confidence
|
| currently impacting on me?
| |
| | and action. With his inspirational
|
| * What results am I getting due to this
| |
| | approach to sales performance and
|
| problem?
| |
| | motivation Gavin combines commercial
|
| * How are these results impacting me; my
| |
| | experience, personal excellence and
|
| team; my business?
| |
| | communications technologies in delivering
|
| * When I consider this impact how do I
| |
| | personal and business sales success.Visit
|
| feel about it?Remember to consider each
| |
| | now to join Gavin's free monthly
|
| incidence separately.Fear of rejection.
| |
| | newsletter packed full of sales secrets,
|
| "I'm not doing hardly any new business
| |
| | strategies and tactics. Join now and get
|
| generation. I know that this is
| |
| | Gavin's ground-breaking 9-part objection
|
| impacting my potential client
| |
| | handling course absolutely free.
|
