As sellers, one of our greatest fears is picking up that darn phone. We don’t have the confidence to speak to our prospects because we either don’t know what to say to them or we’re scared of rejection. But in exchange of that fear, you’re missing out on leads. You can’t just let that happen anymore, especially as a small business owner.
Today’s guest is Craig Bainbridge and he shares with us insights into having that confidence to overcome your fears and to have meaningful conversations with your prospects. Craig is the owner of Diamond Sales Coaching, a company dedicated to help telesales professionals and individuals grow their sales and businesses through phone sales.
He created the program called The Three Pillars, that breaks down the three core skills required to make successful telephone sales calls.
Here are the highlights of my conversation with Craig:
Having the right psychology:
Ensure the caller has the right psychology to successfully navigate themselves to even pick up the phone, let alone use it for sales purpose.
Overcoming Self-Doubt
Self-doubt comes from a fear of not doing something right or fear of doing something so well you might screw it up. Address this by understanding how your brain actually works.
- Pay attention to what’s happening in the moment.
- In that moment of self-doubt, practice stopping what you’re doing and assess why you’re saying it to yourself.
- Trash-talking inside our heads is like self-hypnosis and it’s going to impact your actions on a daily basis.
- Understand with clarity of what you’re trying to achieve.
Understanding what you’re trying to do makes your outcome more compelling.
- Put in enough training and support to make those calls.
Strategies for a Successful Phone Call Sales:
- Understand the driving force of the salesperson of doing phone sales in the first place.
- What percentage of importance do you put on the following – scripts, objections, product knowledge, or the agent’s mindset.
- Notice that the agent’s mindset is either overlooked or it’s got about 2-5% of attention.
- Break targets down for them in realistic terms.
- Flip that aside to 70-75% or more based on personal development plans, ongoing coaching, understanding how happy the agent is going to make these cold calls for six hours or more.
- Realize what their mortgage is, their rent, travel cost, and all other expenses in their life outside of the office. Break it down. Get a figure.
- Then you can show them how they can break down their targets from monthly to weekly and to a daily basis so they can pay their bills and save money at the same time.
- Take action.
If you want something, go and get it.
Craig’s Major Takeaway:
Take a breath. Step back. Take your time. Do things that motivate you – listening to good music or whatnot. Evaluate where you are now but be really honest with yourself. What are you right now in your business?
- Have absolute clarity.
Get absolutely clear on where you want to be, where you want to get to. Draw an arc from where you are now over to where you want to be. All you have to figure out is if there’s a bridgeable gap, what needs to happen in between? What’s the step by step process.
- When you achieve where you want to be, what would that do for you?
What would this do to your family? How will it change your life? How will it change your family’s life? What would you miss out on if you didn’t just go for it whether you succeeded or not? Never be that person who lives with the question in your head of “what if.”
Episode Resources:
To know more about Craig and what he does, visit Diamond Sales Coaching.
Maximum Influence by Kurt Mortensen
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