The Prospect Guilt Trip

Are you putting your prospects through a guilt trip when you struggle to reach them?

Sales professionals often take it personally if they sense that a prospect is hiding from them or screening their calls.

The obvious problem with this mindset is that it might be factually inaccurate.

People are busy, and it's as likely that the prospect got caught up in other priorities as they are avoiding the salesperson.

If you listen to a top professional salesperson, they never make a prospect feel they've been difficult to get a hold of or have been in pursuit of them for a long time and are finally glad to have run them down.

This type of comment immediately breaks rapport with a prospect when, after repeated attempts to reach them, you're finally successful, and the first thing you say to them is, "Wow, you are hard to get a hold of!"

The mindset of the top professional salesperson is that every contact and every touch is treated emotionally the same as the first one.

In their mind, there is never a callback or a repeat phone call. Every attempt has the same enthusiasm, the same excitement, and the same motivation as the very first one.

If you want to improve your performance, treat every contact, even the 12th or 14th, as your first one! The prospect will be less defensive, and your results will go up.