Perhaps the single biggest downfall in any sales person's or prospective sales person's career is making assumptions.
Assumptions like:
-I think he may be too busy to take my call
-He may be tired of people cold calling.
-He may be happy with his current service provider/ supplier.
-I cannot ask for the sale now. What if he is not ready?
-Our product will not suite his needs.
These are some of the many assumptions that sales people make daily. They are career suicide.
As if handling some prospect's objections are not enough, you now need to handle your own objections.
This can also equate to being your own inner gatekeeper- preventing yourself from getting out there and making the sale.
Assumptions are based on previous experience, 3rd party information or mistaken belief. Some people base their information on too
much knowledge-that is a subject for a another post.
My best advice is to go in head first. Stop making excuses. Start making intelligent choices. They need not be bold.