Join Jeff Bloomfield for an in-depth discussion in this video Attitude is key, part of Sales Prospecting.
- Whether you're a rookie or a veteran sales person, the number one thing that will determine your success, both in the short term and the long term, is the same for everyone. It's your attitude. We've all experienced that morning when your alarm doesn't go off, you're running late, you jump in the shower, and for some reason, your hot water heater isn't working. You finally get on the road, but there's an accident on the freeway on your way to the office. You eventually get to your office. You boot up your computer, and suddenly, there's that required critical software update that's going to take at least 30 minutes. So, you decide to get a cup of coffee while you wait, only to find that someone used up the rest of your favorite creamer.
So, how do you think your calls are going to go that morning? Do you think you're going to have some great success on the phone? Probably not. In all likelihood, you're now in a bad mood, and the thought of listening to people tell you no is just going to put you over the edge. Of course, this example might be a little extreme and frankly, would put the best of us the worst of moods. However, there is no question that how we feel when we start to prospect is going to impact our success. To start a great day off prospecting, we have to possess a belief that what we are doing is actually helping people.
It doesn't matter what it is that we're selling. What matters is that we're solving a need for a prospect. They may not know that they have a need yet for what we have to offer, but that's okay. We do something that helps people. Now, if we start thinking of prospecting as just a numbers game, we won't have much success. Our prospects can feel that, even through an email or a phone call. Another way to drive our attitude in the right direction is to understand that we have great knowledge to share. We aren't just calling to annoy them. On the contrary, we have valuable insights to share that will help our prospects succeed.
We can share stories of other customers that we've helped in the past or give them a view of a situation that maybe they haven't seen before. We are bringing value. Okay. So, now our mindset is right. Are we ready to make calls? Probably not. When you study how our brain works, you come to realize that the brain needs some level of justification in order to take action. We often refer to this as the WIIFM or the what's in it for me moment. For example, if I tell you to go run a half mile while it's 90 degrees outside, you're probably going to say forget it.
However, if I tell you that at the end of that half mile, there are tickets to an all expense paid, two week vacation in the Bahamas, your response might be far more agreeable. So, it's important to understand that your efforts will lead to success for you, which may take on the form of recognition, money or job security.
In this course, author and Fortune 500 sales coach Jeff Bloomfield helps you cultivate the right mindset for prospecting: showing how to shut off distractions so you can focus on your prospects and their objectives/concerns and how your service or product can help them in a unique way. He also provides insight on setting up your schedule for success and rewarding yourself to stay motivated.