YOU CANNOT BE DELUSIONAL AND SUCCESSFUL AT THE SAME TIME
Of course, there are loud voices, mostly on social media outlets, who shout that cold calling is dead, the telephone is dead, sales is dead, and one form or another of prospecting is dead – depending on which way the wind is blowing that day.
Still others shout loudly from their “holier than thou” mountain top that robots and AI should take the place of people for sales prospecting activity. They argue that allowing these bots to spam stupid humans via email, text, and direct messaging is the secret to all present and future sales success.
It isn’t. People hate robots and spammers. Put these two annoyances together and it only serves to turn prospects off and teach them to ignore generic, mindless robot messages.
“Being loud,” says Mark Homer, in Uncommon Sense, “doesn’t increase the value or validity of their opinion. In fact, often by the very nature of being the loudest, those opinions are typically the furthest from reality.”
The young sales rep in the story above is among the multitudes of sales professionals who are susceptible to these messages that pander to their fear and discomfort with interrupting strangers with prospecting activity.
On a perpetual trip to delusionville and burdened by confirmation bias, sales professionals who believe that they can avoid prospecting seek out any information or excuse that contravenes the truth and gives them an easy way out.
But you cannot be delusional and successful in sales at the same time.
The results are predictable. Sales professionals bangladesh telegram data who avoid prospecting spend their days at the Feast or Famine Amusement Park riding the desperation roller coaster.
Hide behind excuses.
Complain that the leads are weak.
Suffer with a thin pipeline.
Sell from a place of desperation.
Miss quota consistently.
Get fired.
Move on to the next sales job.
Rinse and repeat the same loser behaviors.
SALES SUCCESS IS PAID FOR IN ADVANCE WITH PROSPECTING
The truth is:
The more people you talk with, the larger your pipeline will grow and the more you will sell. And talking with people means you need to engage both strangers and existing accounts in conversations.