How to Break Through Sales Excuses and Pick Up the Phone
What’s keeping you from picking up the phone? It’s easy to make excuses when the chips are down, but there’s really only one place to look when you need to shake things up.
What's the point?
They're not going to pick up anyway...
This is a busy time of year for them.
Nobody wants to buy now.
Who wants to take a meeting on a Friday afternoon?
Want me to keep going? You've heard these all before, and my bet is that you've said most of them too, and then some...
It's easy to hear yourself saying these things, especially when the chips are down, and you just don't believe you can make anything happen.
Read that last statement again...
You. Don't. Believe.
That's the basis for every type of call reluctance, isn't it? Oh yes. Let's call it what it is. Whether you feel it's a legitimate reason or you are willing to admit it's an excuse, the answer to call reluctance can be found in the mirror every morning.
As I like to say, the only thing all of my ex-girlfriends have in common is me. The same applies here. The reason you have trouble scheduling meetings, the reason people don't take your calls, the reason people don't want to buy now... The common denominator is you, and your sales success (or lack thereof) begins and ends with your belief.
So what is it that has you stuck? Has it been a while since you closed a new account? Having a hard time getting your calls returned? Do you just plain feel like you're moving nowhere fast despite your best efforts?
All of those situations are legitimate and have practical solutions, but the key to working through them is not getting down on yourself and giving up. That won't help you solve anything.
If you haven't completed a sale in a while, perhaps it's a prospecting problem more than a closing issue. The law of averages can work in your favor sometimes, and the more deals in the pipeline, the more likely you are to hit on one.
If your calls aren't being returned, perhaps it's time to listen to your own voicemail messages. Are they engaging and compelling? Or just tired and boring? Nothing reflects your attitude quite like your recorded voice. The further your attitude gets away from you, the worse those messages seem to get. Don't let that spiral get out of control.
Sometimes it feels like the sales cycle totally gets away from you. I could point back to prospecting and having more of those processes to work through, but what is more likely is that your calls to action haven't been as explicit as they need to be. Maybe your planning and prep haven't been as sharp as they could be, and you're not even sure what the next steps are.
These issues are forgivable. Let's face it, whether you like to admit it or not, you're human and fallible. You can't stay razor sharp on all fronts at all times. When you inevitably lose that edge, think about the best way to hone it, don't slip into denial and blame your customers.
As a rule of thumb, it's probably not a good idea to speak or think about anybody in a negative light if you're looking for them to give you money. Call it karma or whatever else you like, I just don't think it's good for your mojo, and in times like these, you need all the help you can get.
Look in the mirror, take responsibility, and believe.
Jeff Bajorek
Real. Authentic. Experience.
There’s a big difference between knowing how to sell and being able to. Jeff Bajorek spent over a decade in the field as a top performer. He’s been in your shoes. He knows what it will take. He can help you succeed.
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