The reason that many sales people are not successful is because of the fear of rejection.
And who do you blame for this? Their coaches or sales managers.
Why? Because they always impress on ABC-Always Be Closing.
As a result the sales person is more focused on getting the sale and the end result. This method places too much emphasis on the sales person and what he/she wants instead of focusing on the prospect.
Nothing wrong with ABC. Matter of fact: no closes, no sales. ABC is the bigger picture- the war.
However you need to win some skirmishes first.
That is why I say the sales person should focus more on ABO-Always Be Opening. Focus on one customer at a time, one step in the sales process at a time.
This means always being in the mode of focusing on the sales process, building relationships, gaining understanding, and establishing trust.
Don't let the fear of rejection stop you from the end result.
And the end result may just be your beginning...
Labels: coaching, fear of rejection, sales process