When I was in the life insurance
business back in the 70's, I had more call reluctance than any three
people put together. I started right after college which is young.
They had me cold calling rich people in Grosse Pointe, Michigan
(Detroit) about disability coverage. I have often said it took years
of therapy to get over that experience!
The good news is that I became an expert
on overcoming call reluctance and the fear of self-promotion.
I couldn't find anyone in those days who had any real clue about how
to deal with these fears so I had to figure it out on my own.
Call reluctance and the fear of
self-promotion can be a complex issue. The bottom line is you have
to shift to a bigger perspective than the one that has the fear in it.
Or to paraphrase Albert Einstein, you can't solve the problem in
the paradigm that created the problem. Interestingly, most people
try to do just that. Being analytical is the paradigm that causes
most call reluctance and most people try to overcome their call
reluctance by trying to figure out how to make it go away. It's like
the old mountain joke. The traveler stops at the service station in
the middle of nowhere in the Rockies and ask for directions. The
attendant says, "I don't know what to tell you, you can't get there
from here!"
Anyway, here are some concepts that have
been helpful to me and my coaching clients over the years on shifting
to a bigger perspective. I have created them as a Top Ten List
for Overcoming Prospecting Avoidance:
Number 10.
It takes more energy to not to make prospecting calls
than it does to make them.
Number 9.
Find a reason to call a prospect not a reason not to.
8.
"You miss 100% of the shots you don't take." Wayne
Gretzky.
7.
SW-SW-SW: "Some will, some wont', so what..." Zig Ziglar
gets credit for this one. It just happens to be my initials!
6.
Your clients are waiting for you to call them. You are making
calls to discover who they are.
5.
Prospecting is the price you pay for your freedom!
4.
You get paid to make the calls, not by people's response.
3.
Your job is to make the call, the rest is up to ______________
(fill in the blank with whoever you think is in charge).
2.
It doesn't matter what happens on any one call. When it
starts to matter, you will find something to do besides prospecting!
And, the Number
1 concept for overcoming prospecting avoidance...
When is the best time to make the call? How about
right now!
Also, here is a link to a FREE
WEBINAR: How to Overcome Prospecting Avoidance and Make the Calls
You Need to Make!
www.SellingWithoutWrestling.com/Video/prospectavoidance.htm
(If this link
doesn't work automatically, copy and paste in web browser.)
Enjoy the rest of the summer,
Toll-free: 877-985-3297
sid@sidwalker.com
Special Announcement
THE BOOK ABOUT LIFE INSURANCE that made the New York Times best-seller
list... Check out my interview with Pamela Yellen,
author of Bank on Yourself, here is the replay link:
www.SellingWithoutWrestling.com/bankonyourselfreplay.htm
If you decide to apply for a relationship with
BankOnYourself.com,
mention my name and someone should get back to you right away. They
get a ton of inquiries every day. If you don’t hear from someone
within a few days, send me an email and I will make sure your
application gets processed.
SHARE THIS NEWSLETTER WITH YOUR PEERS: When your peers sign up for my free monthly newsletter
(Sales Tip of the Month) they also get a free eBook – 12
Quick and Powerful Ways to Coach Yourself to the Next Level ($47
value) and free instant access to recent teleseminars. Go to
SidWalker.com.
International Orders: Shipping charges on our website are
for USA only. Before you make a purchase, please email us and tell us
what you would like to buy and we will send you a quote for the
shipping charge.
Permission to Use eNewsletter: This eNewsletter is
copyrighted and is the intellectual property of Sidney C. Walker.
You have my permission to share this month's eNewsletter
with peers, with your reps as a sales manager, or as an article in a
financial publication as long as you use the content in its entirety,
without changes, with a clear reference to my contact information
including my website address
www.SidWalker.com, and do not charge anything for the
information since this is a free newsletter. Please contact me, Sid
Walker, at 877-985-3297 if you have questions. Thank you for your
consideration.
SidWalker.com - Coaching
info, buy books, eBooks, CDs
SellingWithoutWrestling.com - New Training & Coaching Site
Sales Performance Coach -
"Champion of the Low-Key Approach" |