"Who You Call On Is A Conceptual Thing"
Negative Self Talk
_____Be Quiet, Already, I'm Trying to Sell.
No, you're not crazy. There really are voices in our heads. Voices that keep you and
your sales team from doing what needs to be done during sales calls. It can be the
voice of teachers, parents, a piano teacher, or a little league coach. Voices which have
now become our own voice, collectively known as negative self-talk. "Don't ask so many
questions," "You're making a pest of yourself," "You're not ready," "They won't trust
you," "You're doing it wrong," "You need more practice," "You don't know what you're
talking about" - and the list goes on. While these voices may have been appropriate at
some point (and I emphasize may have) they are no longer appropriate. And, you don't
have to listen. Tell them to be quiet...
Talk to the Decision Makers
When you make calls, whether, it's a brand new sales call, or a service call to a customer, the level you call on at the organization is a reflection of how you see yourself conceptually. If you make sure to meet the president, then you believe you belong there. Amateur sales people will only go as high as their "voices" will allow them to go; they'll keep calling on purchasing agents and other non-decision makers time and again, even if they get nowhere. Professional salespeople know how to get "invited in" to see the president, and they also understand conceptually why they belong there. Where do you and your salespeople wind up: The President's office, or the Janitor's closet?
Who You Call On Is A Conceptual Thing, Not a Technical Thing.
I received a call from a previous customer in the thinking process of design for a new 24,000 sq. ft. building. He gave me some guidelines and wanted a price. After some rough figuring, I verbally gave a wide range for the budget figure. I explained that with only guidelines to work with, I could only give him a ballpark quote. After some discussion why I couldn't "nail down" the price without a drawing of what he wanted, he said that was what he needed. He is proceeding with the drawings, and we will be getting back together.
I was stressing over getting some kind of figure to him, but when I gave up and put together a range of numbers, he accepted it.
Bruce Beckwith, Beckwith Heating & Cooling, Inc.