A hypocrite is someone who pretends to have virtues that he/she does not actually possess. A person whose actions belie stated beliefs.
The hypocrisy is completely overwhelming!
Think about this: CEOs and Sr. level executives have millions of salespeople on the street attempting to engage other CEOs and Sr. level executives, yet some of those very same CEOs and Sr. level executives refuse to take a single phone call from a salesperson.
How can you expect your sales team to be successful if you are a hypocrite and hide behind voicemail and do not take calls from salespeople?
You know that Role Rejection Call Reluctance is live and well if you get irritated at salespeople who attempt to engage you. If you are annoyed by salespeople who prospect you, obviously your prospects will be irritated by you if you call . . . so you do not make prospecting calls. Who wants to be annoying?
Yes, I know, some underdeveloped salespeople do a poor job at prospecting. So what! They are learning and guess what? You have blown a few calls too; correct?
I challenge you to take a call from a salesperson today. I do, every single day, and as a result, last week I learned about a service that could potentially solve one of my client’s biggest issue. We are still in discovery, however, there is potential. If I would have hid behind caller I.D., I would never have learned about this service.
Recently, I got a call from a salesperson who was thoroughly engaged and knew exactly what my business was and how their service could help me. I agreed to a webinar with a salesperson. A week later during the webinar, I found out that it was the CEO who was facilitating the webinar. He said that he likes to do the sales presentations once in a while to get a feel for the market, their presentation and their prospects. I was thoroughly impressed. I did not “buy,” however, I have referred to his company on more than one occasion. The CEO has 50+ employees, so I’m sure he’s busy too making high-level decisions.
Michael D Goodman, an experienced sales consultant says, that “salespeople are the front line soldiers in this war for a better economy and the CEOs and Sr. Executives are the Generals. If the Generals won’t talk to salespeople who call them from time to time, then they are really telling their own salespeople how little they think of the sales role.”
Are you willing to step up and accept this easy challenge? Start doing this and start noticing how your prospects become more open to your calls!
Connie Kadansky, Sales Call Reluctance coach, helps salespeople get their “ask” in gear.