Cold calling scripts sound fake and create rejection... isn't it time for a change?

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    When Michael called me from my website last week, he asked me if I could help him think through something that’s been bothering him more and more over the past few years.

    Here’s what he told me: “Ari, I’m having a problem. I’m just not enjoying selling anymore. I’ve been trained to look forward to that mental ‘high’ that comes with making a sale, but by the time I get through the ‘cat-and-mouse’ game of the sales process, and all the trials and tribulations that come with it, by the time the sale actually happens, it feels like a non-event.

    “It’s almost as if I’ve spent so much personal energy chasing the sale that by the time I actually get it, I have this feeling of letdown. So I start wondering whether it’s really worth the tension and stress of having to jump through hoops just to make the sale happen.”

    Michael is by no means the first person to bring up this issue with me.

    In fact, quite a few people have told me that their feelings of sales letdown are making them question their own selling abilities and whether they have “what it takes.”

    You see, if you look under the surface, what Michael’s really saying is, “I’m beginning to feel that it’s my fault. That I’m the one who’s failing. I’m supposed to jump with joy when a sale comes through, but instead I feel like I had to give up a big part of me just to make it happen.”

    The Real Cause of “Sales Letdown”

    Those negative feelings are caused by the long-term impact of the traditional selling “sales gurus” who teach that selling is all about making the sale, and that if you can just push through all the resistance and rejection, there’s a slice of heaven waiting for you at the end of the sales “rainbow.”

    The problem is, teaching that way of thinking is really damaging for people who sell.

    They take in that message, and when it doesn’t happen for them, they think it’s their fault.

    So it’s actually the painful process of traditional selling that kills the “sales high” for people like Michael who try so hard to implement it.

    That’s the real problem.

    The true “sales high” isn’t found in making the sale. It’s found in the ease and pleasure of connecting with a stranger, of having them trust you, of you solving their problem, and of their deciding to choose your solution.

    And that, I hope, should be a relief to anybody who’s been feeling the same way Michael does.

    I’ll say it one more time.

   Focusing on making the sale steals your sales energy because you feel you have to accept rejection.

   And that’s what makes you feel as if you’re failing.


    (I bet you haven’t heard that explanation at any sales seminars you may have attended.)

    How the Mindset Eliminates Sales “Letdown”

    The Mindset eliminates “sales letdown” because it’s all about staying focused on learning your prospect’s truth. This means listening to what they’re telling you and really hearing it.

    There’s a certain sense of ease and confidence when you’re willing to accept the truth about whether you and your prospect are truly a fit or not.

    And when you’re open to hearing a truth-based “no” from a prospect and walking away whole, with no feelings of rejection or self-doubts about “What did I do wrong to lose this sale?”-- you realize the real power of the Mindset.

    Here are some of the differences between focusing on making the sale versus focusing on learning the truth:

Traditional Selling
(When your goal is to make the sale...)

Unlock The Game®
(When your goal is to learn your
prospects truth...)


  Your prospect senses that you're focused on moving the sales process forward to make your sale, not necessarily to help them.


  Your prospect senses that all your attention is on helping them, period.

  Your prospect knows you’re looking at them as “a sale”-- only as a means to an end.


  Your prospect senses that you’re relating to them with full integrity -- you’re two human beings working together for a mutual outcome.


  Your mental energy gets scattered, because your thoughts are always racing ahead to the “next step” while your prospect is talking.


  You listen to and hear what your prospects are telling you about their issues and concerns. You stay in the present and give them your full attention.


  Your prospect senses that you’re subtly putting pressure on them to move forward. They react by withdrawing and trying to get out of the situation, or they get aggressive and try to reject you so you’ll go away.

  Your prospect trusts you and feels free to open up about their concerns because they know you aren’t pressuring them.

  You rely on your pitch -- who you are, what you have to offer, and why your prospect should buy from you.

  You find it easy to stay relaxed and focused on exploring whether there’s a fit between your product or service and your prospect’s problem.

  You push and make assertions that you hope will convince your prospect to buy.

  You ask questions that will bring out more and more of your prospect’s truth.

    Maybe you’re thinking, “Yeah, that all sounds great Ari, but I’ve got to make some sales to make a living.” 

    It’s usually people who haven't experienced the Mastery Program who have that concern, because they can’t imagine how they can be more successful with less effort. 

    So maybe you’d like to look at this article, which explains how Unlock The Game can boost your sales results: http://www.UnlockTheGame.com/Numbers-Game-Shift

    You’ll see that when you can have relaxed, comfortable conversations with prospects, as if you’re having a chat with a friend or acquaintance, you’ll feel quite different when a sale results.

    When you haven’t burned yourself out, you feel a huge sense of accomplishment when sales do happen...which they will.

    When you make sales based on integrity and by helping prospects solve their problems, “sales letdown” just isn’t possible.

    You’ll feel better at the end of each day, and you’ll look forward to the next day’s calls.

    You’ll enjoy the process more, and when you make the sale, you’ll feel satisfied, energized, and proud to have helped your prospect.

    What’s more, you’ll also be making progress toward meeting your financial goals.

    Tips for Building Mindset Habits

    Michael and I talked about several ways he could use the Mastery Program CDs and e-books to learn the Mindset and eliminate “sales letdown.” Maybe you'll find some of these ideas useful as well...

    -- Before making a call, take a few moments to sit quietly. Tell yourself: “My only goal is to create a conversation that will build trust so I can learn my prospect's truth. Until I know that, I won't know whether I can help them or not.”

    -- Develop a good problem statement or opening statement that describes the core problem or issue you know your product or service solves. This allows the conversation to open naturally and comfortably.

    -- If your mind starts jumping to “I’ve got to make this sale” while you’re on a call, try closing your eyes. This will make it easier for you to focus on listening to and hearing your prospect. This is especially helpful early on in calls, when you’re learning about your prospect’s problems or issue, because you probably don't need to start taking notes until later.

    -- If you feel there’s a potential fit between your prospect’s problem and your solution, avoid launching into a pitch. Instead, ask, "Would it make sense for us to continue our conversation to see to what extent I can possibly help you?”

    -- After you make a call, take a minute or two to “debrief” yourself. Can you recall any moments when you sensed in your gut that you had created sales pressure or started pushing? Did you sense at any time that your prospect was pulling back and starting to defend themselves by trying to end the call? If so, think about how you can stay more focused on the conversation in the next calls you make.

    It’s ironic, but letting go of trying to make the sale actually makes the sale more possible.

    To your success,  

   

    P.S. Got a "sales letdown" story? Please share it with me here.

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September 16, 2014         Quote Of The Day

"Learning to walk away may be the hardest part of selling because we've been so conditioned to pursue anyone who we believe could benefit from our solution or who shows interest in what we have to offer. The longer you've been in sales, the longer it may take you to rewind the tapes in your head."

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