Knowing how important a positive attitude is
asics onitsuka tiger track , the typical sales person thinks positively all the way to work. He affirms that he is excited about all the cold calls he
is going to make. Having heard how powerful visualization is, he might even
visualize himself making cold call after cold call and having tremendous
success. Surely this will be the day he takes over the sales world and attracts
new customers and business like crazy. When we take a peek at this same sales
professional in his office just an hour later, we hardly believe our eyes.
Instead of calling one prospect after another (as his attitude convinced us he
would), we find him taking care of busy work on his desk instead. If we could
see the thoughts going through his head, they're decidedly different than those
we heard this morning: "You can't make that call now. You don't feel
comfortable. Go get a cup of coffee and get ready for the call. Look at your
desk. How do you expect to generate any more customers with your desk in such
disarray? You need to get organized before you go collecting any more
customers." etc., etc. Perhaps you're familiar with The Third Man, by Graham
Greene. The story begins with Holly Martins arriving in Vienna at the end of
World War II. He's been offered a job by an old high school chum named Harry
Lime. Right after his arrival, he learns that Harry was killed in an auto
accident. To make a long story short, the rest of the story revolves on Holly
trying to understand the truth around Harry's death
onitsuka tiger mexico comprar , while simultaneously trying to win over Harry's beautiful, former girlfriend. If you see the movie version, you won't
see the character that plays a critical role until the last few minutes of the
story. Why do I mention this classic story? I mention it because it reminds me
of the sales process. Typically, the highlighted characters in any sales
training are the salesman and the prospect, but the character that portrays a
critical role is almost never mentioned simply because it isn't visible. Similar
to The Third Man, the character may not be seen, but the effects of that
character are blatant and destructive. Plenty of sales trainers will talk about
the relationship between the sales professional and the prospect, but they fail
to ever mention "the third man" in the sales world. This third man is so rarely
spoken of that most sales people don't have the slightest idea how to deal with
it, and because of that
onitsuka tiger tokuten baratas , they fail to make most of the sales calls that they actually desire to make. So who is "the third man," this critical
player, in the sales business? Fascinatingly enough, this critical player isn't
real in the sense that you can see it. But you can definitely see its negative
effects. It's sometimes referred to as an inner committee. I often refer to that
voice inside our head as "the trouble thoughts." You would be hard pressed to
find a sales professional who isn't familiar with those trouble thoughts that
talk him out of making calls now and convince him to wait for a better time to
make sales calls or cold calls. The definition of just what is a better time to
call varies. It can be when one won't bother his prospect, when one won't
interrupt his prospect, when one is better rehearsed or better organized, when
one has more courage, when one has more confidence, when it's not so
early
onitsuka tiger corsair comprar , or when it's not so late. Perhaps the most frightening aspect in this entire call reluctance scenario is that most sales
professionals believe they are alone. They wouldn't dare speak about their fear
of cold calling or about all the reasons they postpone making sales calls
because they think they are the only ones doing that. Consequently, they believe
there is some secret they have yet to learn before they can make all those calls
they need to make. Again, they're waiting... waiting for that secret to be
revealed - the secret that will make all their prospecting fears go away. From
my own sales experience, I've learned that the best time to call a prospect is
as soon as I think about calling him. Waiting for a better time usually results
in one of two things - never finding the right time to call that prospect, or
waiting so long that by the time the call is finally placed, the prospect is
already doing business with someone else and no longer requires the suggested
product. Effectively teaching sales professionals how to overcome the fear of
cold calling and to "seize the phone" doesn't necessarily require a lengthy
process. I prefer to compare that process to a baseball player going up to bat,
and naturally having the goal to hit the ball, run to each of the bases, and
finally cross over the home plate and score. Getting to first base involves
coming face to face with that critical player
onitsuka tiger delegation españa , the voice that talks one out of making all those calls. By revealing that voice as the liar that it is, sales people
discover they can move on to second base. Moving to second base requires
learning how to detach oneself from the persistent voice that nags and distracts
but never points one in the right direction. By effectively dismantling the
seeming hold that fear has on them, sales professionals can move on to third
base. Getting one's feet firmly planted on third base occurs when sales people
see more to their business than the exchanging of goods and money. By opening
their eyes to recognize the potential ongoing value they create and the good
that unfolds simply by contacting others on the telephone, they learn the
greater aspects and opportunities of their business. Finally, all sales people
need to learn that getting to home plate is only accomplished when they take
their foot off of third base. They must come to grips with the fact that the
sales process is a continual cycle, that everyday they must walk out of the
dugout of fear, pick up a bat of immeasurable value, put themselves in the game
and start playing. Always the biggest obstacle in any sales per.
