The loaded gun test!

[Richard White]

When I think of sales reluctance I typically think about people who are what I call ‘accidental sales people’. They never planned a career in sales and yet through circumstances, like starting their on business, they have found themselves needing to sell. Accidental sales people often have some form of sales reluctance.

Sales reluctance can also apply to more seasoned sales people........

I was working with a group of highly motivated sales people yesterday helping them to want to start selling more services. They had no problem selling products but when it came to services there was a general reluctance.

I asked the question:
‘If I held a loaded gun to your head and told you to sell a service…could you do it?’

Everyone agreed they could

‘If you only had to sell one service product and get a million pounds commission, would you do it?’

Everyone said they would.

‘So if you can do it at those extremes then what is stopping you from doing it right now?’

At the end of the day, it all comes down to self motivation – the motive for action. What is going to motivate you to move outside your comfort zone and raise your game?

To turn things around It normally takes one of two things

Bigger and more exciting goals
Paying off debts can be important but unless the self motivation is strong enough then it is unlikely to do the trick. Not many people jump out of bed and get to work at the prospect of paying off their bills! I had a client once who had lots of very impressive goals but the thing that did it for her was the goal of a holiday to Las Vagas to ride on a particular roller coaster.

Focus on the prize and not the price
You may have compelling reasons to succeed and when you think about them you get very excited. Yet when you dwell on the detail you starts to think about the tasks involved and that invokes emotional responses. As Queen Victoria used to say ‘Lay back and think of England!!’

If the motive for action is big enough then people normally find a way!

If you had a loaded gun against your head, what lead generation activities would you do today that you have previously avoided?

Best wishes

Richard

www,pro-excellence.com

www.LeadGenerationMasterclass.com