Does Knowing You Must Start Prospecting Make You Uncomfortable?
By: Tom Heinmiller of Heinmiller Consulting. A seasoned fractional sales manager serving Dublin & Columbus, Ohio. His expertise is among Sales, Sales Training, Prospecting, and most importantly revenue growth for all companies he works with.
You’re great at delivering your services but when it comes to selling your product or service you become uncomfortable and want to do something else - anything else!
• You find yourself procrastinating when it comes to prospecting – there is always something more important to do. Prospecting always falls to the bottom of the list.
• Let’s be honest sales can be scary. Fear of rejection can be de-habilitating. Studies show rejection elicits the same response as pain in the brain.
• The word sales can represent a negative connotation. We think about used-car salesman is seen on TV. Sleazy, manipulative, annoying, and inauthentic and we don’t want to be seen as any of these.
• And why not? With a technical or engineering background you will built to create – not sell.
However, by saying you don’t like prospecting you’re keeping yourself from making sales, which leads to not achieving your goals and not performing at your best.
You know you must begin the sales process and prospect, you set time aside - but you just can’t get started. This happens over and over again. It is something sabotaging you.
What if you could change how, you view sales and achieve your goals with less stress?
If you reshape the way you think about sales and prospecting your sales will increase in your business will thrive. We welcome you to contact Tom today to discuss your coaching needs.