Contrary to popular belief “FEAR” doesn’t mean “Forget
Everything … And Run”!
But, what are you supposed to do when negative thoughts
creep in, force you to live in stress, and cancel out peace
of mind?
If you’re like most sales pros you’ll be tickled pink to
know that fear can indeed be conquered. You can greet every
single day with a sense of excitement at the thought of
having “confidence on demand” and you can own every
prospect that has the good fortune to meet with you!
Bottomline? Conquer fear and you’ll come out on top.
Of Course You Want To Leverage Your Limited Time For
Unlimited Dollars
Selling at the top to million-dollar decision-makers is the
strategy you want to master, because senior-level
executives focus on business and write big checks.
Experience shows you the primary focus of mid-level
decision-makers is keeping his/her job.
You have incredibly valuable solutions and services that’ll
benefit your prospect companies, and your
“message-to-market-match” fits better at the executive
level, than any other.
Your all-powerful business-changing message is this, “I
have solutions to reduce your expenses and increase your
revenues.” And that message is best matched to
executive-level prospects that are doggedly sniffing around
for solutions to their rising expenses and plummeting
revenues.
Your experience forces you to conclude, “If I continue to
call at low levels where the daily cry is, ‘Save my job,
spend no money’-you’ll continue to hear that annoying
phrase “‘We get hundreds of calls from people like you.” If
you’re like your colleagues this kind of treatment is
getting on your last nerve!
Now, I ask you-with this kind of rejection day in and day
out-who wouldn’t expect feelings of fear to creep in?
You Can Concede Defeat or Recognize a Red Flag When You See
One
Look past what appears to be a dead-end, low-level, sales
call and find the action steps that’ll take you toward your
goal. Understand that what appears to be rejection is
actually a “red flag” waving, directing you to call high.
That’s where your solutions/services can be understood,
valued, and desired-in the big picture scheme of your
prospect’s profit picture.
If you misread the red flag as bona fide rejection, you’ll
freeze in fear, and conclude all is lost. This does not
have to be your choice! You can take action from an
entirely different perspective. Determine to search for
ways to get past obstacles to top-level cold calls.
Success Is Reached In Zigzags
As a successful sales pros you understand that success
rarely comes directly-as a crow flies-that success is
reached in zigzags by trying a strategy, running into
snags, taking corrective action to get back on course, and
moving more directly toward the goal again. Look at a snag
not as a dead-end, but as a helpful means to a positive
outcome.
We all know that unshackled fear, left to its own devices,
takes us down a path that fills us with doubt, insecurity,
and feelings of failure. What if you’re frozen in fear? Is
there hope for you? Can you thaw out and move forward again?
Absolutely, Positively, No Doubt About It-There Is Hope And
Promise Of Success.
Your success is dependent on a relatively short list of
attitudes and skills that can be learned, exercised,
developed, and maintained.
1. Role-play objection overturns with a colleague or your
spouse. Lack of confidence comes from lack of skills. This
practice-without-pressure will build skills and keep “fear”
from nagging you with the question, “What do I say when I
call for an appointment?”
2. Fortify yourself with the written testimonials of your
favorite clients, read them when “fear” brings up thoughts
of, “Why on earth would any executive want to meet with
me?” Let the words of your most successful clients be the
words that address this little question.
3. Remember moving forward is hard when you believe the
next step will suck the life out of you. Change your belief
with a true perspective-F.E.A.R. is simply False Evidence
Appearing Real. And that you can handle exceptionally well.
Use these simple tactics to conquer F.E.A.R. and capture
profits.
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Forward this article to friends-they’ll thank you for it!
For your mini-course “Jealously Guarded Secrets to Cold
Calling Company Presidents†visit
http://www.ColdCallingExecutives.com ! Or call Cold Calling
Expert, Lead New Business Development Coach, Leslie Buterin
(like butterin’ bread) at (816) 554-3674 9-3 CST (that’s
Kansas City/Chicago Time)
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