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If You Do These 3 Things You're Doomed In Sales |
By:
Cheryl A. Clausen |
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If You Do These 3 Things You're Doomed In Sales
Cheryl A. Clausen
Don't be shocked when you learn the three things you should never do are exactly what you're told to do. These three things are setting you up for failure. It's no wonder over 90% of the people entering the insurance and financial services industries fail in less than three years. You never want to cold call even though that's exactly what you're told to do. Cold calling has never been productive activity, but rather a shot in the dark approach, and with the combination of the current legal ramifications and people's increased intolerance it's an even worse waste of your time.
When you cold call you immediately put yourself in the needy category. Why else would you be calling an absolute stranger begging them for an appointment? And that's not the position you ever want to be in.
Think about all the time you're investing making those 100 cold calls. Dialing for dollars takes hours. After all that time and effort you're lucky if you've talked to 3 people and scheduled an appointment with one. Then the person who agreed to the appointment stands you up. Even when you do meet with them you find they aren't likely to do business with you because they don't trust you. Yet you continue to waster your time and theirs chasing after them. You have all this time invested without any results to show for it.
Hanging out at chamber networking events is the second thing you never want to do. When you think about it the reason is obvious. The only people at those events are starving sales people desperate for a sale.
The third thing you never want to do is pitch someone. And your "presentation" is nothing more than a pitch designed to produce a manipulative sales conversation. People hate to be sold and your presentation further reinforces their belief that they can't trust you.
But you have to get business, so how are you supposed to do that? Instead of spinning your wheels wasting your time on all the things you should never do learn how to do the things you should do and do them. That means you need to learn how to: identify with a specific group of people in a way that gets them to reach out to you, interact with your ideal prospects on their turf, start and build a connection based on mutual respect and trust, hold a conversation with a prospect that helps them to buy.
Author: Cheryl Clausen can help you get unstuck. Find out how your Sales Skills match up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out. This article is available as a http://www.uberarticles.com/?id=36951&b=79 unique content article with free reprint rights.
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Article Source: http://www.statssheet.com/articles/article64600.html |
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