On Overcoming Sales Call Reluctance

Carl Ivey III, American Family Insurance, Madison WI writes:

Once a salesperson is rehabilitated and nightmares of living in a cardboard box subside, how shall cognitive and behavioral processes be structured going forward as to avoid future return to this state?  Continuing on an unchanged course is the classic route to frustration and increasing haplessness resulting in effectual inability eventually leading to permanent and irreversible psychosis.  “Oh!, if only we had a product that people wanted!”  “What if my company, especially my boss, weren’t soooo stupid?”

Not so, the great prospectors.

Great prospectors win every minute of the day. They never set up for failure.  Every “no” is money in the bank, and the individual value of each contact is known and counted in the win column.  The money in the bank may be actual dollars and cents; a definite number of points toward a contest; or, whatever win sufficiently motivates, and is chosen by, the prospector.  Every contact is one of thousands made throughout the year in a quantity and quality that yields dependable, predictable results.  Because great prospectors always win, they become better and better at it. 

Dear reader,

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We are inclined to publish examples that are informative, inspiring and/or humorous as Carl so adeptly demonstrates above.

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©2007 Paul Esch. All Rights Reserved. Paul Esch is President of Breakthrough Business Success, Inc. He works with leaders to leave our legacy.