During a presentation from a mentor and colleague, I heard the following words: We drive by more business than we will ever have. After I reflected upon those 10 words, I had to agree with this experienced salesman and successful business owner about business sales. How many times in driving to a networking event or meeting a client do we pass by a business park or a retail center?
A large part of the answer to this question resides within early negative childhood behavior conditioning where we consistently heard these two commands:
- Don't talk to strangers
- Don't go where you are not welcomed or invited
From these don'ts behavior conditioning experiences we have turned into can't adults. This early negative childhood behavior conditioning has shaped our foundational belief system and keeps us, the sales professionals, from making those dreaded cold calls. Even most sales training programs have us look to other ways to warm up the sales call or how to overcome the feared gatekeeper.
Just imagine a sales training that began by having us recognized that we have been conditioned not to talk to strangers and not to go where we are not invited? Would not the sales training be more effective and garner greater sales results?
Additionally, some other parts to the answer may reside within our own sales ability. Maybe, we haven't practiced our sales script so that it sounds natural and convincing as opposed to sounding unnatural and unconvincing. Maybe, our sales activity is not aligned to the strategic plan. Again, maybe we don't have a proven sales process.
Possibly, we are so comfortable telling that we aren't selling. Stopping by unexpectedly keeps us from being comfortable. Or, maybe, we just do not take the time nor have the sincerity of heart to really want to make a relationship. Our ego gets in our way because we need that multi-thousand dollar sale now.
In growing my own performance improvement consulting and executive coaching business, I have been forced to step away from all of that early childhood conditioning. I realized that I had to extend myself and take time to look for opportunities. Even though I still do not make sales call without an invitation, I have begun to talk to strangers when the opportunity presents itself. For example, in the past, when eating lunch I would bury my nose into a book or a journal. Now, the book is still with me, however, I look to see if I can make a friend whether it is a small child or an attired business professional. My top of mind awareness has ensured that I will not violate my sales process nor forget the critical success factors within my strategic plan.
The other day I had just the opportunity to make a friend during lunch. I sat across from an older businessman (the suit and tie were a dead give-a-way) and we exchanged hellos. Conversation quickly ensued. He learned what I did and I learned what he did. By asking a few non-threatening personal questions such as: How long have you been coming to this restaurant?, I learned a lot about and from this experienced salesman. We truly didn't talk about our businesses, but rather about the business world from the unrealistic expectations of college graduates to what makes a great sales person. Before I left, he asked for two of my business cards and said he would pass it on to the owner. He also said he would like to attend one of my seminars and would I fax him the information. By the time I arrived back to the office later that day, I had a telephone message reminding me to send the fax and along with the fax number. What this experience taught me beyond having a sales process along with a strategic plan is that people will buy from people or even make referrals to people who are interested in them. And selling is really about people.
One of my most favorite colleagues and another mentor talks to anybody and everybody. He is genuinely interested in learning more about people. His attitude shows as well as his annual sales.
If you want to increase sales, then stop by that business or industrial park you have driven by hundreds of time or take a smaller step by making an outreach to a total stranger. You may have just discovered a new way to your increase sales.
Leanne Hoagland-Smith quickly doubles results for her clients from individuals (small businesses owners, entrepreneurs and young people) to large organizations by creating executable strategic action plans along with the necessary leadership skills to pull it off. Please feel free to contact Leanne at 219.759.5601 or visit http://www.processspecialist.com/ and explore how she can help you. P.S. If this article interested you, read all of the top 7 mistakes. |
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