It Ain't About You
You can find more
resources on sales coaching, executive coaching, sales training,
time management, cold calling, prospecting and career coaching
from New York Sales and Leadership Coach Keith Rosen MCC at
http://www.profitbulders.com.
On a very basic level, there are five ingredients needed to
create a sale:
1. The salesperson. 2. The qualified prospect. 3. A need or
want that the prospect has. 4. The product or service. 5. The
selling strategy or procedure you follow that guides a prospect
to the natural conclusion of the selling process; the sale.
While many salespeople would say the selling process is about
the customer, they wind up making it about themselves.
How do I know this? Look at some of the limiting beliefs that
contribute to cold calling reluctance that we mentioned earlier.
Think about all the fears or reluctance you may experience when
it comes to cold calling or selling.