Living near Hollywood and knowing a few actors I've been fortified to be given a glimpse into that world and I can tell you it is less glamorous and more work than it appears. That is true for all entrepreneurs, players, authors and athletes turned celebrity we see on the covers of magazines and filling the airwaves and our screens on a daily basis.
Two weeks ago when Tiger Woods was on his way to winning his first tournament after returning from knee surgery the broadcasters showed his daily workout routine and it was impressive. His day is scheduled from 6 am to 6 pm At the end of the weekend Tiger won by one stroke.
Most say he wins because he is big and strong and can hit a one iron left handed, upside down while hopping on one foot out of a bunker.
While he can hit that shot that is not why he wins so many tournaments. He won this last tournament because he made 52 out of 52 putts from within 6 feet. For those of you that do not play golf that is a phenomenal performance because we all EXPECT ourselves to make a 6 foot putt because it does not require any great physical strength. In fact, my 4 year old daughter, Mary-Claire, is strong enough to roll the ball 6 feet on a putting green.
But it's that mental aspect that cripples so many golfers. It's that mental aspect that also cripples actors when the camera is on and sales people when the phone is picked up!
Only proper preparation using proper words in an instructive, safe, educational environment will give you the confidence you need to know that you can and will perform when the money is on the line.
And, trust me, your money is on the line each and every time you pick up the phone and / or meet a prospect face to face. So what is the first thing you say when your prospect picks up the phone?
You must develop a Profitable Prospecting Perspective and it begins with your opening lines.
Here's a snippet of one of the ways I teach you can open your conversation:
You: "Hello, my name is Wes. You and I have not met yet, but I was hoping you could help me out for a second."
Prospect: "Ahh, sure. I'll try."
You: "I'm just calling today to see if you'd be open to some new perspectives on how to shorten your sales cycles and improve profit margins on opportunities in your pipeline this quarter."
These opening lines are delivered quietly, slowly, without a hint or tinge of pressure, hope or desperation in your voice and almost apologetically.
Why?
Because every other here, Dick and Harry out there desperately pushing products, under pressure from their bosses to make their numbers or else, DO NOT do it this way. (That's another aspect of your sales and marketing efforts you must review, which is "analyze what your competition is doing … and do the opposite!")
Master these concepts and watch your income soar.
"Understand that you need to sell you and your ideas in order to advance your career, gain more respect, and increase your success, influence and income." – Jay Abraham
Life is good. It's gooder when you can sell.
Wes Schaeffer, The Sales Whisperer