{"id":308,"date":"2007-12-05T22:21:37","date_gmt":"2007-12-05T22:21:37","guid":{"rendered":"http:\/\/www.wensmedia.com\/\/salesarchive\/permalink\/2007\/12\/5\/172137.html"},"modified":"2007-12-05T22:21:37","modified_gmt":"2007-12-05T22:21:37","slug":"just-do-it","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/just-do-it\/","title":{"rendered":"Just Do It!"},"content":{"rendered":"

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Steve McGavran, the COO of TOMA Research, is often heard asking sales people “Do you know what the most important thing is about making a sales call?”
\n            After a brief pause, his thought-provoking answer is “Making a sales call.”
\n          Call reluctance is the biggest barrier to sales success I’ve ever seen. I’ve seen many a great presenter and creative thinker out-sold by sales people of lesser competence simply because of their fear of rejection.
\n          Here are a few tips to help you over-come call reluctance;
\n1. Sell yourself first<\/u>. When you believe in what you are selling you will make every call confident in the knowledge that if the client rejects what you are selling they are the losers, NOT you.
\n2. Be customer-focused<\/u>. Have a strategic purpose for every call, from the customer’s point of view. Be able to clearly and confidently answer the question “What is in it for the prospect to spend a few moments with me today?”
\n3. Pace yourself<\/u>. Five new-business calls a day for twenty days, for example, is much more realistic and manageable than setting a goal of making one hundred new-business calls this week.
\n4. Warm up your cold calls<\/u>. Use referrals, gain some knowledge about the client’s category that you can share with them, bring some research about them, not your station, which will benefit their business.
\n5. Have integrity<\/u>. The purpose of every call should be to help the prospect….NOT to sell them something they don’t need. But know that if you don’t sell them someone else will, and that competitor might not work as hard for the client as you will.
\n6. Don’t “visit”<\/u>. Many salespeople who suffer from call reluctance find themselves pretending they are busy by “touching base” with clients they are comfortable with. To avoid this, make certain that EVERY call you make has a customer-focused purpose and is of benefit to the client.
\n7. Sell the big idea<\/u>. When you present a customer-focused idea, the client does not reject you or your station, but rather they are only rejecting that particular idea or proposal. This leaves the door open for future big ideas, and prevents you from taking the rejection personally.
\n8. Plan, prepare, and mentally rehearse<\/u>. Roy Williams says “Where the mind has repeatedly journeyed, the body will surely follow”. Picture the call, your approach, and getting the order and you will make the call.
\n            Winston Churchill once said “We have nothing to fear but fear itself.” Nowhere is this more true than in selling. Like my friend Steve McGavran says, “The most important thing about making a sales call is making a sales call”.   <\/font><\/span><\/span><\/span><\/p>\n<\/p>\n

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Do you have a sales conference or special project that needs professional facilitation or management? Contact <\/font>Wayne@wensmedia.com<\/font><\/a> or telephone 705-484-9993<\/font><\/span><\/i><\/div>\n<\/div>\n

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Steve McGavran, the COO of TOMA Research, is often heard asking sales people “Do you know what the most important thing is about making a sales call?”             After a brief pause, his thought-provoking answer is “Making a sales call.”           Call reluctance is the biggest barrier to sales success I’ve ever seen. I’ve seen […]<\/p>\n","protected":false},"author":35,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-308","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/308","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/35"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=308"}],"version-history":[{"count":0,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/308\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=308"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=308"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=308"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}