Double Sales Dilemma
Posted by: Cheryl Clausen in sales coaching, tags: cold calling, sales options, sales road mapYou place the phone back on it’s hook as you scowl at the clock in disbelief that yet another day of cold calling has ended with the ear splitting sound of the receiver crashing with a resounding CLICK!
Another ego shattering pointless day of dialing for dollars only to connect with the rare few. Then hearing a none to polite “NO” before the crash. Of course, there was that one person who weakly agreed to meet with you, yet you wonder if you’ll arrive at the designated location and time only to discover you’ve been stood up. Or you’ll sit waiting like an unwanted stray dog before the receptionist politely tells you Mr. Bigshot won’t be able to meet with you today.
You think to yourself, “I’ve had enough already!” So what now?
You recall previous conversations with your sale manager when they recommended hiring an assistant to take care of paper work and make those cold calls for you so you have more time to sell. However, you don’t have a spare dime to buy yourself a cup of coffee how are you going to pay someone?
Your mind begins spinning out of control as you recall yet other conversations when your sales manager said, “You just need to make more calls”. It seems like this guy is a broken record playing the same tune for every occasion. Does this guy actually know what he’s talking about?
Here you sit with a double sales dilemma. You’re dog tired. So tired your brain feels like mush. But you’ve got to figure something out and do it soon or you simply aren’t going to survive… in spite of all your hard work.
You vow never again to put yourself in a position to get treated like a stray cat suspected of rabies. You deserve better treatment. You deserve results. You deserve financial security.
CONGATULATIONS! Believe it or not the conviction, the anger, and the commitment you’re feeling right now are exactly what you need to take this double dilemma head on and fix your situation. Not temporarily… really fix it. Never again do you have to experience a day exactly like today.
So let’s roll up your sleeves and get to work. Starting with the assistant idea. Now let’s think about this from a purely logical perspective. If you hire an assistant and ask that assistant to make cold calls for you to set appointments exactly the way you do… how exactly can you expect the assistant to get any better results than you’re getting? If you can’t pay your bills now how will increasing your overhead costs make your situation better? That means before you hire an assistant you have to know how to successfully secure appointments yourself, right?
Now let’s turn our attention to your sales manager. Again from a purely logical perspective if you haven’t succeeded doing what your sales manager tells you to do the way he tells you to do it… does it make sense to keep coming back for more? And given what you could earn if you do really well, don’t you kind of wonder if this sales manager is so good at selling why isn’t he out there selling and making tons of money?
Okay then this can only mean you need to develop your own road map for success. If you’re going to succeed and do so without all the frustration you will need to:
- Get your potential clients to pay attention to you
- Get those people to take action
- Follow up on their action
- Hold successful sales conversations
- Get rock solid referrals
Right now your most pressing challenge is getting potential clients to pay attention to you. The secret to earning their attention is:
- Understanding your potential clients
- Talking to them in their language
- Focusing on their most pressing concerns
- Giving them a reason to act
- Providing a low risk way for them to act
Now that you know what you have to do the next step is identifying your options when it comes to figuring out how to do those things. You could:
- Read books
- Ask your peers for help
- Attend a workshop or seminar
- Take a training course
- Get on-going support working with a coach
There are two critical considerations when choosing the best option for you - time and money. While the least expensive options are the easiest choice they take the most amount of time and require the greatest learning curve. The time it takes you to learn costs you money in terms of both current and future income. It can be hard to man-up and choose the most expensive options because you think you don’t have the money to pay for those options. Yet, the pay back from those options are quicker making it easier for you to pay for the investment.
Start exploring your options and find the best option for you. Once you settle on an option TAKE ACTION. Action is the first step to a better future.
Click on the Gold Card to Discover one of your options.
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