Article by Michael Pedone
Having the right sales mindset and motivation to pick up the phone day in and day out is a huge challenge for most sales reps because the rejection level can be so high, it doesn’t take long for call reluctance to set in. And it’s awfully hard to make a living selling by phone if you or your sales team are afraid to pick up the phone.
Luckily, there’s a simple sales mindset tip that works to help get you geared up and ready for the daily phone sales challenges. And no, I’m not going to tell you to artificially psych yourself up.
If part of your job is to pick up the phone and get prospects open to having a sales conversation, you’re going to have to have the right sales mindset to stay motivated to reach your personal and professional goals.
What I’m about to share with you is simple, effective and was (and still is) the cornerstone that helped me become one of the top straight commission sales reps to ever sell by phone.
Here’s how to be prepared for the daily battle…
Sales Mindset Tip
Most sales reps (especially straight commission sales reps) have a ton of pressure to perform and this is a business that is all about “what have you done for me lately?”. There’s pressure from upper management all the way to the home front where bills have to be paid.
It’s understandable why a lot of salespeople take on an “Us Vs. Them” mentality however that way of thinking is unsustainable in the world of sales.
The easiest way I’ve found to be prepared to pick up the phone day after day, week after week, year after year, is to start off with this one goal in mind:
“To see if I can help.”
As in “Let me call this prospect to see if I can help him/her solve/avoid ___________.”
Sales Mindset: HELP. NOT SELL.
Early in my career, I was calling to close deals. And when you have that as your primary motivation, it bleeds through over the phone.
When you take a step back and realize that you have a great product and or service that helps people solve specifics issues, and your number one priority is to pick up the phone and simply call to see if you can help someone solve a problem, the pressure to close is off of your back.
And if they reject your offer to see if you can help, I don’t know why this is, but it’s a lot less painful than being rejected trying to sell them something.
I need to be clear about something here though… This is important:
It’s my sales mindset that is focused on seeing if I can help.
I NEVER call and say “I’m not selling anything…” and here’s why I NEVER use that type of opening value statement:
Think back to the last time YOU were told by a sales person that they “aren’t trying to sell you anything”. What was your immediate internal thought or reaction? I’ll bet it was “yea, right!” and had instant distrust and or your guard came up, which is the exact OPPOSITE of what your opening value statement is supposed to do. (My blog post on how to create better opening value statements may help if you need some pointers)
By simply starting with the sales mindset of calling to see if you can help your prospect solve X will get you in the right mind frame for a long, prosperous career in sales while keeping your fear of the phone to a minimum.
– Michael Pedone
Michael Pedone teaches outbound sales teams exactly what to say to get sales conversations started with hard to reach decision makers. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.
ELIMINATE CALL RELUCTANCE
8-Week PHONE SALES SKILLS Improvement Program – Live Online
- How to Warm Up and Close Cold Leads
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone