Reasons why sellers don’t ask and what you can do about it:
- Fear
Fear is false evidence appearing real. They’re simply false ideas. These are the things we tell ourselves that may happen but the likelihood of them happening is zero to none. These are things that appear so real that they hold you back. Don’t let these ideas hold you from taking action. Change the story around and fill your mind with the things that are potentially good.
- Laziness
Laziness holds you back from taking action and from making any money. No one person who became successful was ever lazy. All things require work and a massive amount of action. You can relax later on. Don’t be lazy. Don’t be late. Don’t start your work day late. Get working and start hustling. The best way to prospect is between 8 and 10 am so get out there or get on the phone.
- No habits or sales process that can help guide them especially in certain situations
Having confidence comes from having a process or having an understanding of what’s going to happen before it happens. When you create a habit or know the process, you know the outcome from the beginning. You experienced it before and you know what to do in case things happen.
As you make phone calls or go door-to-door and you’re afraid of those rejections, what process can you put in place? Figure the top five to ten things these prospects may tell you such like rejections or challenges. Then carry on the conversation if any of these come up. What could be their “unconsidered need” which is something they don’t know they may need right now? It could be painful but they didn’t realize it until you came. Utilize some opportunities to plan and to be effective.
- No strong why or motivation
You have to have a strong enough motive. What motivates you? having a strong motive provides that force that pushes you through any adversities. When you don’t have a motive and you just wing it, this doesn’t work. What is it that moves you? Maybe you want to travel or get married or buy a house or provide a way for your family to not go without – whatever it is, use that as fuel every single day to guide you.
- Not knowing how to handle rejection
People are going to say no to you. They’re not going to like your product. And that’s all fine. That’s life. Not everyone likes everyone. Understand they are rejecting your role and not you. They’re rejecting the salesperson and not you as a person. They don’t know you. And maybe you didn’t just do a good job of letting them know you. So create a way to get them to know you. This could mean multiple attempts of reaching out to them and having that opportunity for you to present value so they can see what you can do to help them. Take advantage of social media or email. There many things you can do to grab their attention.
If you want to learn how to become more buyer-centric to help increase your win rates, check out the TSE Hustler’s League.
Episode Resources:
The Three Value Conversations by Cheryl Geoffrion, Conrad Smith, Erik Peterson, and Tim Riesterer
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