Business-to-business sales training and real estate training use prospecting scripts to make more telephone prospecting calls.
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• Business-to-business sales trainers and real estate trainers agree that the worst part of their job
is convincing a new salesperson that making a prospecting call to a potential customer is necessary.
• The most difficult part of business-to-business sales training is teaching a salesperson to make
prospecting telephone calls.
• Business-to-business salespeople consistently say that they like everything about their
sales career but hate to prospect.
• Fear of rejection is stated to be at the core of why salespeople hate their jobs and dislike prospecting.
Countless surveys show that the “number-one” reason in business-to-business sales training and real estate sales training is that salespeople don't like making prospecting calls.
1. The fact is that they don't have prospecting scripts to use to answer questions and objections
that prospecting requires.
2. Business-to-busines sales scripts and prospecting scripts thus present a complicated problem for
business trainers and sales trainers.
3. Making a prospecting call is the most disliked activity business-to-business sales.
4. Business to business training and sales training teaches us that handling rejection instead of avoiding
it is the key to success. Business-to-business salespeople and real estate agents should understand
that it is better to take rejection in stride instead of finding ways of avoiding it.
5. The greatest frustration of Business-to-Business sales training people and real estate trainers is getting people involved in prospecting for new business.
They're faced with problems at every step of the prospecting process but they can't pin down the real problem. They don't even know what the real problem is in business-to-business prospecting and real estate prospecting that prevents a salesperson from prospecting for new business.
Business to business salespeople and Real Estate agents may excel at what they do but get tongue-tied when it comes to approaching a new prospect.
• There is very little that is more intimidating then making telephone prospecting calls without using
a prospecting script when calling on potential customers that they are unfamiliar with and don't know.
• The starting point of all business is prospecting and making the initial contact.
• Someone must make the call. If you don't make the call your competition will.
• Salespeople may not have the skill and ability to counteract the things that other people are capable
of saying to them.
The avoidance is so strong that business-to-business salespeople would rather sacrifice their potential success then take the risk of getting their feelings bruised.
Some real estate agents and business-to-business salespeople would rather abandon their sales career then deal with fear and rejection. No matter how much they like their work, getting a new prospect can be intimidating.
In order talk about how to succeed in selling we must talk about why a salesperson fails. It’s a problem looking for a solution.
• In business-to-business prospecting, the fear of rejection, failure, and humiliation are not caused
by what others do, but by what they say and how they say it.
• It’s never a physical attack but a verbal attack.
• The only way to avoid any type rejection is to avoid making phone calls in the first place.
• To avoid hostile prospects is to not make any calls at all and is not a good alternative.
Business to business salespeople find it even more difficult because they’ve had more chances to experience the dreaded effects of making those sales calls. That old feeling never goes away. Who hasn't put off a sales call and prospecting call they didn't want to make?
Salespeople say they love to sell but hate sales prospecting. They dislike sales prospecting activities because of the perceived disapproval they get when making a phone contact to a potential prospect. Human nature tells them they are being personally rejected during the course of making a prospecting call to someone they don’t know.
Business-to-business salespeople and real estate agents calling new prospects may involve being subjected to humiliation and derogatory criticism. It is perceived as a personal attack that is hurtful and difficult to cope with.
1. Some cannot master the skills required for telephone prospecting of business-to-business sales
forcing them to rely on other less effective methods of getting new business.
2. Others spend enormous amounts of money on advertising, direct mail, and passive marketing in hopes
of reaching the same person by making a prospecting call for free.
3. The only way to avoid any type rejection is to avoid making telephone prospecting calls in the first place.
To avoid hostile people is to not make any prospecting phone calls at all, .... and that is not a good alternative.
4. They avoid making any prospecting calls to all but people they know. They should understand that
the only thing keeping them from succeeding is the "fear" they harbor deep down.
It all depends on “if" the salesperson has an unending "source of business." Conducting business-to-business sales and practicing your profession is only possible after you’ve done the prospecting for new business.
If you have a steady source of potential business-to-business sales prospects or real estate prospects you need only to engage in the job at hand; that of exchanging products and services for money.
• The key word is “if” you have a steady source of business sales.
• If you had a product that you could call a monopoly you would only need to fill out order forms & count your money.
• In a business world without competition that steady flow of customers would always be there.
Business-to-business salespeople and real estate agents take rejection personally. Perception is reality in their mind. The real problem is not other people are not so friendly; it’s the inability to handle other people so they are not a problem in the mind of a salesperson. Rejection and fear are so personal that taking a logical approach to dealing with the problem is easier said then done.
Business-to-business sales training scripts will teach you to communicate emotionally but disagree logically.
Real estate agents training and business-to-business sales training claim salespeople say they rarely rise above the emotional level because they are taught to sell the prospect logically whenever possible.
Instead of reacting coolly, salespeople tend to get involved in the conversation at hand and are reacting on the prospects terms.