Overcome Fear of Making Sales Calls. Who is Here? What Do You Hate Most About Making Sales Calls? October 18, SOA Annual Meeting.

Transcription

1 Overcome Fear of Making Sales Calls October 18, 2011 SOA Annual Meeting Who is Here? What Do You Hate Most About Making Sales Calls? 1

2 What I Hate Most About Sales Calls Is 6. Having to overcoming objections 5. Figuring out WHEN to call 4. Not having the right words 3. Low ROI (vm, no return calls, chasing) 2. Feeling pushy / imposing 1. REJECTION (c) 2008 David C Miller & Associates Getting Leverage What has it cost you to fear (or dread) making sales calls? What else will you miss out on if this doest change? Why must it change now? 4 Critical Success Factors To Overcome Fear Of Making Sales Calls 2

3 Critical Success Factor # 1: Transform Your Thinking The Vicious Cycle THINK DO FEEL What s YOUR Reality? Actual Event Belief Consequence / Result 3

4 Two Key Principles About Our Thinking How we interpret an event determines our reality We often create our reality before it shows up for itself Transform Your Thinking Step 1: Identify Your Inner Monologue What specific thoughts run through your mind when you think about making sales calls? Transform Your Thinking Three Helpful Questions 4

5 Transform Your Thinking Step 2: Identify The DISTORTION In Your Thinking Common Distortions David M. Burns, MD The Feeling Good Handbook Transform Your Thinking Step 3: Replace Each Limiting (Unrealistic) Belief With An Empowering (Realistic) Belief 5

6 Approaches (c) 2008 David C Miller & Associates Compare Selling Tasks Two Critical Principles 1. The first person you must sell is yourself. 2. If you re not convinced, you won t be convincing. 6

7 Critical Success Factor # 2: Know The Rules Of The Game Want to Explore Needs Assessment Keep in touch systems Want to move forward Want to know more Engagement Letter Core Marketing Message Networking Speaking Articles Direct Outreach Critical Success Factor # 3: Create A Powerful Message 7

8 Your Core Marketing Message Anatomy of Your Message Establish Credibility Alex. This is Dave Miller. I just spoke with Bob Smith in your product development area. He said you re the person I needed to speak to. I saw in the Wall Street Journal that your companys number one priority in the upcoming year is 8

9 Pique Curiosity In working with companies like yours, we ve been able to reduce the product implementation process by 30 to 50 percent. Pique Curiosity Over the past month I ve been studying your product offerings. Based on my analysis of your target market, I have some interesting ideas about complimentary products that will significantly increase your revenue. Pique Curiosity We recently conducted a study of the common challenges companies are having in getting their products to market on a timely basis and what their doing about it. I d like to set up some time to review the key points with you. 9

10 Close Confidently We should talk. The savings Im talking about can drop right to your bottom line. Give me a call at.and we can set up some time to discuss this further by phone. (c) 2011 David C Miller & Associates Rehearse Your Message Critical Success Factor # 4: Execute A 2-Step Strategy 10

11 7 Ways To Warm Up Your Call 1. Networking / Referrals 2. Triggering Event 3. Letter / Card 4. Articles / Free Report / Newsletter 5. Research Approach 6. Invitation to a Workshop 7. Speaking Personalized Card Example (c) 2011 David C Miller & Associates 11

12 It Starts With Intentional Action My 2-Step Strategy Step 1: My strategy to warm up the call is Step 2: My follow-up strategy is The Winning Formula Transform Your Thinking + Know The Rules Of The Game + Create A Powerful Message + Execute A 2-Step Strategy 12

13 Follow Up Resource Package Keys To Explosive Business Growth Audio E-course 2. Revenue Builder TM Assessment and Debrief Session 13