Thoughtful Thursdays - Getting Out of The Gate

Last Thursday I indicated there are always obstacles to achieving sales. "For some it begins with just getting out of the gate and making the calls to prospective customers."

If you can identify with this, then there is a likelihood that you are the obstacle. Most agree that sooner or later you will have to talk to someone in order to sell your product or service. When you are not getting out there what expectations can you seriously have for making sales? No prospects = no sales.

What is keeping you from making those calls?

• You have to work on your brochure
• The print shop is holding you up
• You have to work on your website
• Your computer crashed
• You need to do more research
• It was raining

None of the above are acceptable reasons in my opinion, so I ask another question: What are you fearful of? Lack of confidence is one of the reasons we procratinate. If left unchecked this a situation can develop where you get in your own way, using convenient excuses like the ones listed above justifying to yourself why you are not making the calls.

One solution to this common issue begins with asking yourself what are the worst things a potential customer could say to you, and writing them down.

Next, take each one and determine if your anticipated fears are valid. Why are you fearful of that particular response? There shouldn't be any questions about the product(s) or service(s) you are offering you can not anwer, it is your business after all.

What I am encouraging is pre-call preparation to help mitigate the fears you may have. Anticipating objections and having the answers ready can be a real confidence builder. There is really little to fear. You already know that not everyone will be your customer, and you will get objections, that's life. It's how you address those objections that makes the difference between walking away and making the sale.

The next time you catch yourself talking yourself out of making a call, think about what your fears are and address them. If your competitor is getting out of the gate faster, you might risk loosing the sale, and that is not good.

Richard