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