April 23
In the Zone: Getting into sales flow
Many sales trainers talk about "Phone Phobia" and how to overcome it. Getting into contact with new people requires taking action, but is also very rewarding once you get the hang of it.
The first step is always the hardest
Some people might actually have a phobia of using the phone, but most of us just would like to do things inside their comfort zone -- let's face it: we have been taught very early on to not talk to strangers.
The phenomenon is similiar to people avoiding jogging: some people might actually have a health condition that prevents them from funning, but the rest of us just need to get out the door. After a few blocks you start getting into the flow of running and the rest is easy.
Many sales managers also note that after a couple of calls their sales reps actually stop complaining and get on with their quotas. However, if the flow is broken, starting over is hard and people come up with all sorts of excuses.
Flow requires absolute focus on the task at hand
In the world of startups, a world with less managers of any sort, the sales people need to have even more self-discipline and internal motivation skills. It is very easy to get distracted and start browsing emails or Facebook instead of calling you customers.
That is why we have worked closely with sales trainers and top sales people to create a view for getting in the zone.
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