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Sandler Training in Calgary | Calgary, AB
 

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Hamish Knox

A leader’s most valuable asset is their time. The biggest stroke a leader can give to one of their direct repots is investing time with them. Both go sideways when we attempt to “boil the ocean” in a coaching session.

We’re heading into holiday season. Whether we’re celebrating Diwali, Christmas, Hanukah, Kwanza, Thanksgiving or the myriad other holidays celebrated around the world between now and January 1 we will be consuming a lot of calories in the next little while (also a great double entendre as we will soon see).

At some point in a quarter, or at least a year, the proactive prospecting activities that have worked to fill our funnel stop working. No matter the type, prospect or talk tracks the activities that were working last week aren’t this week and might not for weeks to come.

Humans are either open or close minded to any suggestion. Once the mind is closed its nigh impossible to open it back up again until that person wants to re-open their mind.

No one really wants to talk to a salesperson. I have never said to either of my children “I hope you become a salesperson.” I have said “entrepreneur,” which is code for salesperson, but they’ll figure that out later.

In part 1, we covered two major crimes salespeople make on prospecting calls that significantly reduce their chances of having a conversation with their prospect much less booking an appointment. In part 2 we’ll cover several misdemeanors that tend to build on each other and can create as much damage to having a successful call as the crimes covered in part 1.

Salespeople commit a lot of crimes on prospecting calls, which put them in a disadvantageous position to even having a conversation with their prospect much less booking an appointment.

When we’re attempting to have a conversation with someone, professionally or personally, who doesn’t appear to be paying attention we want to call them out. That’s not a great way to maintain rapport with a prospect or client.

When our salespeople are proactively prospecting their activities fall somewhere in the “effective/comfortable” matrix.

Like having the occasional slice of cake doesn’t appear to be doing any us any harm occasionally skipping our daily and weekly prospecting or account management activities doesn’t appear to be doing any harm towards creating full funnel freedom. That’s because we don’t have a visual reminder of the cost of our task avoidance.