Once upon a time when I started Sales Ninja, I approached an insurance director in his office.
He said “Okay Hanzo, answer this one question. If you answer it incorrectly, I will end the meeting immediately.”
I said, “Oh, okay.”
He said “I don’t want you to waste my time, so let me ask you this question”
I said, “Shoot!”
He Said, “What is the biggest problem for insurance agents?”
I said “Ha! This question I can answer, no problem. It’s prospecting and follow up! This is the biggest problem. Correct?
He said, “That’s it.”
Then he allowed us to continue the conversation.
Many sales trainers would say it’s closing or objection handling, but it’s just not true!
The biggest mistake that salespeople make is not prospecting and following up, but at the root of it the real problem is their fear of getting rejected.
That’s why they can never find new customers.
I’ve got so many customers that are in this kind of scenario, the salesperson is afraid to find new customers because they have to cold call. So they don’t.
Their blood pressure increases, they will feel faint…
They pick up the phone and say “Hi this is…” before they can finish introducing themselves, their hands start to shake, the blood starts pouring out their eyes.
So they can’t cold call, they get stuck and don’t overcome their fear of rejection.
If a salesperson has a very thick face, is able to pick up the phone and call anyone. Do you know what happens?
That salesperson is going to get meetings with anyone that he or she wants and multiply their sales.
That is something that all salespeople need to overcome, the fear the ego, and the pain of rejection if they want to be truly successful in sales.
