How To Stop Chasing Prospects FOREVER!

Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article, I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.

I once heard Donald Trump say, ‘In selling, you must never appear desperate. As soon as you look desperate, it’s over.’

A friend and I were talking about the dynamics of a cold call the other day. When we make that call, we usually hope and expect that the prospect will be receptive to hearing what we have to say. However, salespeople face increasing resistance to cold calling, as well as increasing flakiness on the part of prospects who do meet with them. Instead of thinking, ‘Ok, this may be interesting,’ here’s what most prospects actually think when they receive a cold call: ‘Great. You don’t know me and I don’t know you. You have no idea what my goals are. You don’t even know if we need what you’re selling, and in spite of all that, you’ve decided to waste my time anyway with this call.’

What is increasingly becoming the norm is to be rejected by the good, solid prospects everyone wants, and to get appointments with flakey time-wasters who will never buy. Flakiness, in particular, is a growing problem thanks to the fact that prospects are increasingly bombarded with endless advertising as well as endless salespeople. When you consider the fact that few prospects actually have the courage to say ‘no’ and instead choose to blow us off and make excuses, it becomes even more frustrating.

One of the main themes I try to teach salespeople is two-fold:

1. You must be supremely confident.

2. You must get into the habit of qualifying prospects OUT instead of merely qualifying them. It is the appropriate response to ever-increasing flakiness and evasiveness on the part of prospects. It’s our way of communicating to them, ‘If you can’t take the heat, get out of the kitchen’ in a non-verbal way. The idea of taking the lead and qualifying prospects out is scary at first, and as a result most salespeople aren’t willing to do it, but it will save you lots of otherwise wasted time with prospects who aren’t really serious, and will free that time up to be spent with prospects who are going to buy.

It’s important to start all sales relationships from a position of power, and you do this in two ways:

1. Through your outward presentation. This is easily accomplished by acting very professional and dressing better than your prospects, rather than taking the wrong advice of ‘dressing like your prospects.’ It’s easy to say ‘no’ to someone with whom you’re comfortable, but much more difficult to say ‘no’ to someone who intimidates you.

2. Through your actions. A great example is someone who is squirrely about agreeing to an appointment with you. In many cases, these are the people who finally agree to meet with you but eventually blow you off without buying. When I found myself in this situation, I discovered a great way to overcome it. It goes back to the idea of confidence bordering on mild arrogance and puts you in the position of power. When you’re getting the runaround, something like ‘Well, we’ll let you know when we have time to pencil you in,’ say something like, ‘Great, let me know. I’m very busy so I need to know either way – NOW.’ This will get rid of time-wasters, and with serious prospects, will clearly communicate that you’re a serious businessperson, should be taken seriously, and will not tolerate having your time wasted and otherwise being disrespected. It will also set you apart from the competition and greatly increase your chances of getting the sale.

Why This Works

As time goes on and I work with more salespeople, I’m realizing that this idea of being powerful really overrides everything else, and once you can pull it off, it overshadows everything. You can do a poor job of presenting and selling and yet this can carry you all by itself. For anyone who is doubtful about this idea of presenting yourself as overconfident and even a little bit arrogant, I’ll go back to Donald Trump since he’s famous for his giant ego. I saw him on Larry King, and as they were taking live calls, one of the callers openly confronted him about his massive ego and Larry King jumped on and questioned him about it as well. Donald Trump simply replied, ‘Have you EVER met a successful person who didn’t have a big ego?’ After some hemming and hawing from King, Trump repeated the question to him, and King finally said, ‘No.’

Moving on from the idea of avoiding an appearance of desperation and creating an appearance of power, there’s another very good reason as to why prospects who are uncovered via cold calling are flakey. This one has nothing to do with us and everything to do with a particular prospect’s mindset and level of sales vulnerability, to begin with.

Most of us have noticed, at some time or another, that prospects who absolutely refuse to take cold calls and have giant ‘No Soliciting’ signs plastered on their front doors tend to be the easiest to sell to once you manage to get in front of them. There are a few popular theories as to why this is so, the most common one being the idea that since so few salespeople get through, to begin with, there is little competition and therefore a better chance of getting the sale. However, I know the real reason behind this.

The reason those people are so defensive against sales pitches and have all those ‘No Soliciting’ signs is quite simple. They are AFRAID of salespeople. They know very well that they have a very difficult time saying ‘no,’ and as such, they are highly vulnerable to sales presentations and know very well that if a salesperson gets to them, they’ll probably buy whether they need to or not.

(I never figured this out until I spoke with an expert on social dynamics who has studied the subject of human social interaction in depth. He explained that the people who act the coldest and most unapproachable in social settings do so because they’re overly vulnerable to being seduced and falling in love and therefore are afraid of what someone’s advances may lead to.)

Now that we’ve explained why those people are the easiest to sell to, let’s look at the opposite type of prospect: those who will take your call and willingly agree to set an appointment.

If those who are easily sold won’t take your call and won’t agree to meet with you, why would someone be so agreeable to taking your call and meeting with you? Exactly. It’s because they have no fear of salespeople. They know right from the start that there’s little chance of them being sold. Their openness and receptiveness to your call put us off-guard. We think we have a great shot at a sale, but in reality, we’re meeting with someone who is 99% certain not to buy.

Since the people who will take cold calls usually don’t buy, and the people who usually buy don’t take cold calls, what’s the solution? Since those who are easily sold almost always meet with salespeople only when they’ve called the salesperson first and not the other way around, you must get your message across to these people in creative and effective ways other than cold calling.

To those highly desirable prospects who are easily sold, all salespeople seem the same. The only way to win with them is to separate yourself from the rest of the crowd.

The first way to accomplish this is to be that powerful businessperson who needs nothing and deserves respect. I think most of us were taught and have gotten into the habit of treating prospects as superiors and as a result, we tend to do whatever is convenient for prospects and otherwise kiss up to them. We are used to rearranging our schedules just to meet with that one prospect. Stop this, and start expecting your prospects to treat YOU with the respect and consideration you deserve as someone who is not only a business equal but who has the knowledge and wisdom to help them and improve their businesses and their lives.

The second way to stand out is to stop cold calling. Nothing will stereotype you as a typical salesperson faster than a cold call. The way to win with prime prospects is to get your message across to them in ways that don’t use cold calling. You’ll get in front of the easy sales, and you won’t have any competition once you get there.

The Six Styles of Procrastination

This week we will be discussing Time Management. As you know, we all have the same amount of time so it’s not time management, it’s PRIORITY MANAGEMENT!
The Six Styles of Procrastination Discover Your Style
1. Do you have difficulty completing a project because your own high standards have not been met?
2. Do you get preoccupied with details, rules, or schedules that others don’t seem to care much about
3. Do you think a lot about things you want to accomplish, but rarely get them off the ground?
4. Do you wait for opportunities to drop into your lap rather than take an active, “go get ’em” approach?
5. Do you paralyze yourself before starting a project by worrying about the ‘what ifs” of the situation?
6. Do you hesitate to leave your comfort zone, avoiding situations that might cause stress or anxiety?
7. Do you ignore deadlines, then at the last minute work frantically to get things done?
8. Do you enjoy taking risks and living on the edge?
9. Do you become sulky, irritable or argumentative when asked to do a task that you don’t want to do?
10. Do you avoid obligations by claiming that you’ve forgotten them or that they’re unimportant?
11. Do you have difficulty saying ‘no’ to others, then feel resentful when you feel overburdened?
12. Do you run around doing a lot of things, without really feeling that you’re accomplishing very much?
If you answered ‘yup, that’s me” to any of these questions, you’ve got a procrastination issue. To discover your procrastination style, see below!
If you answered Yes to
Questions 1 & 2: ……you’re a Perfectionist
Questions 3 & 4: ……you’re a Dreamer
Questions 5 & 6: ……you’re a Worrier
Questions 7 & 8: ……you’re a Crisis-Maker
Questions 9 & 10: …’re a Defier (Passive-Aggressive)
Questions 11 & 12: …’re a Pleaser (Overdoer)

3 Steps To Massive Productivity

This week we will be discussing Time Management. As you know, we all have the same amount of time so it’s not time management, it’s PRIORITY MANAGEMENT!

3 Steps To Massive Productivity

How can I change poor time habits that are stopping me from completing anything?
From my experience, poor time management comes down to one of a few problems. If you’re having problems managing your time and getting things done, chances are you’re falling down in one or more of these areas:

1. The wimpy or non-existent reason WHY you’re doing what you’re doing (“what’s the point?”);

2. Overwhelmed by the sheer volume of your to-do list;

3. Or, you have no clue “where to start” or what to do next.
So here’s what I do when time seems to slip away and nothing gets done.
Step 1 – Write down your #1 Current Goal / Project on a piece of paper. Get very clear on the #1 priority in your life right now. Too many priorities and too many projects mean nothing gets done. Pick one and STICK with it until it’s done. It won’t happen any other way.
Step 2 – Get very clear on WHY you’re taking action. Write down WHY you’re taking action on the same piece of paper directly under your current goal or projectThis gives you leverage on yourself when things get tough. Also, it helps your subconscious understand why what you’re doing is important and where it “fits” in the big picture of your life. Hang this piece of paper on the wall in front of your computer where you can see it at all times, even out of the corner of your eye. This serves as a focal point and a visual reminder of your #1 project right now.
Step 3 – Write down the NEXT 3 (and only 3) Actions you need to take to reach the goal or complete the project.
You might have a master list of 15 action items. That’s fine. Keep it in a drawer and don’t pull it out again until you’ve completed the next 3 action items. This will prevent you from feeling overwhelmed. Write those 3 action items on a post-it note and paste it on the side of your monitor so they remain in front of you until they get done.
Don’t do anything else until these three action items are completed! Now, a couple of thoughts on this VERY effective 3-step process:
• If you must wait on someone else to do something – like graphics, layout, design, etc. – then move on to the next ACTION item immediately. Very rarely will you find yourself in a position with “nothing to do.”
• Avoid distractions like phone, TV, radio, and walk-in interruptions
The reason why this 3-step process works is very simple: it gets you very CLEAR on WHAT your #1 priority is; it gets you very CLEAR on WHY you’re taking action; it keeps you focused on ACTION while avoiding overwhelm.
Bottom Line: Focus, know why (PRIORITY) you’re taking action, and have the guts to go to work and do what you gotta do!