80 percent of the decision-makers business owners and their sales representatives meet look like the picture to the right. She doesn’t know them. Doesn’t know what they do or what they sell. And she doesn’t know why she should care. Do you want to know why most people don’t get wealthy in this business? Because they are afraid of her.
Why are they afraid of her? She isn’t armed. She won’t cause physical harm. But she might hurt their feelings. They’re afraid she’ll say “no.” And there’s the two-letter word that cripples most businesses.
You and your sales reps don’t want to call on her. You start to hate her. You’re sick and tired of her and her attitude. After all, you and some of your sales reps have been in this industry more than 20 years and she’s just out of college. What does she know about this business?
Well, the truth is she’s in control and you need to accept it. If you want to get wealthy, you and your sales reps need to get over not liking the decision maker. Your team needs to start thinking, “We just need to turn on our charm and turn on our patience.” Your goal is simply to get her to know you, like you and trust you.
This is the way to become super wealthy. Decision-makers have a lot of money in “their” pockets. Your job is to just go get it. I’ve said it before … every one of you reading this is within an hour drive of a quarter of a billion to $2 billion in business. Why don’t you get more of it? Because you and your sales reps are afraid of hearing “no.” I know you are. I have been too.
So what do a lot of you do instead? You hide behind your desk. Convincing yourself you’re busy. I hear it all the time. “I’m afraid to get started selling because I don’t think I’m organized enough yet.” I really think you just need to get over it. You and your sales reps are not going to be inundated with orders on the first day. On the first day you just need to be organized enough to hear “no.” Get over “I’m not ready.” Get ready. Go out there. And hear “no.”
Do you keep telling yourself you’ll “start Monday?” There are buyers out there right now ready to buy your second home and your new boat right now. They have the money to spend. Go out and warm up your cold calls. Use creative direct mail pieces to catch their attention and make them remember you. At Proforma we give Owners some great tools to do just that.
I know selling is tough. But, not when you have a great customer that you can bring some cookies for the holidays. It’s meeting that mean new decision maker for the first time. That’s tough. That is why I want to encourage you and your sales reps right now to stop letting that dreaded two-letter word scare you. You are going to hear “no.” I guarantee it. But that should not define you or your business. Now is the time to get thick skin. Pick up the phone and make that appointment today. You’ll never know what you and your team can accomplish until you give it a try.
