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 By Christopher Morrissette I do sales training and coaching from time to time. A while ago I was sitting down with a young man named Tom. Tom was a sharp, corporate professional and he was telling me of a particular problem he was having cold calling. Now we all have hang ups regarding certain situations and scenarios from time to time. And I know I have my own hang ups as well. I also know that many people struggle with cold calling in sales and this is to be accepted as normal. So I was trying to help Tom with the thought process that a cold call is only a cold call the first time he walks in. After the first time he walks in and meets the office manager and decision maker, they know who he is. After the first introduction it is no longer a cold call because they know him; if they like him or not that is different entirely but they still know him. I was hoping this suggestion would comfort Tom; it did not. As I was going into how he was there to help, Tom interrupted me “Yeah, But!” I went into another scenario and idea and he interrupted me again “Yeah, But!” I went into my conversation and discussion a little further and Tom interrupted one more time “Yeah, But!” I was so annoyed. I repeated back to Tom, “Yeah, But!” “Yeah, But!” “Yeah, But!” I blurted out “you know what your problem is?...You got a really big BUT!” Then I said “You gotta get your big BUT out of the way.” I have noticed, myself included, when there are activities and action items we need to do but we don’t want to do them for whatever the reason we seem to always “Yeah, But!” the solution. Our “Yeah, Buts” paralyze us. The reason we interrupt and ignore the solution is because the solution is too uncomfortable for us. The only bad thing by ignoring the solution is we are continuing the problem. We cannot grow beyond where we are until we are able to move our excuses aside and put action into solving the problem. The only way we will be successful is if we get past our “Yeah, Buts!” and just do what we are so hesitant to do. Success is just a matter of getting our big “Buts” out of the way. Christopher Morrissette has been a top sales producer, with a Fortune 500 sales company, for 6 years of his 7 year career; regionally and nationally. Christopher has been crushing sales targets repeatedly before launching his first company, Easy Giving, and now his new company For Free and For Fun. Now, Chris teaches salespeople of all industries how to ask for the appointment and get it! You gotta’ love this stuff! To get the phenomenal book For Free and For Fun – How to Ask for the Appointment and Get It, click here. For a FREE Expansion CD set of the book For Free and For Fun – How to Ask for the Appointment and Get It please visit www.forfreeandforfun.com. |
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