Salespeople can get a selling edge, even during an economic down turn, by dropping their fear and kicking creativity into action.
“What determines how quickly things can turn around, is how quickly you can drop the fear and harness your imagination,” Andrea Conway. A recent sales call that would otherwise have left me no results for one year of follow-up, demonstrates the speed of recovery. When you join the creativity of introversion with the verbal mastery of extroversion, the results can be astounding.
On my ride over to the new client’s office, I could see him sign the agreement which was on the passenger side seat. I knew the dates on my calendar that we already agreed on – my Planner was open to that month. My feeling was calm and confident. Regardless of how things are played out with the media naysayers, it’s true that we can control what happens.
As I got out of my car I felt excitement increase to be able to help this new client get new clients for themselves. We quickly got into rapport as I sat in front of their desk. The conversation started to change to personal; I went with the flow. The prospect was telling me they just took a major hit in commission. My internal thoughts were, “I can help you get that back quickly.” Once we moved to the business I was there for I asked, “So are you ready to confirm our coaching plan today?”
It was no surprise to me when he said he would now have to wait because of this big financial hit. He just told me this! I let a few seconds go by before I spoke. My thoughts were that while true, what would happen to them if things got worst?
“What determines how quickly things can turn around.” I asked, “What if we could make this happen in an affordable way for you without me reducing my fee? Would that help?” Needing that thinking and planning time before I had something mutually agreeable, I asked him to tell me, what would be some options they think could work. Most introverts can’t always talk their thoughts aloud that quickly.
“How quickly you can drop the fear and harness your imagination.” My mind was conjuring up some options, however, not being totally prepared for the turn of commitment as they spoke, I thought and pulled it all into a creative option.
The integrity of the value of my services is maintained because my fees weren’t compromised, and a salesperson on straight commission now is excited about increasing their own results.
What happened? My fear was less than my desire to help this new client. Any fear that floated, dropped as my imagination worked for a mutual benefit. Yes, right now the worldwide economy is weak but it still breathing and alive. Drop the fear, and harness your creativity to help your clients.
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