Many people in sales know what they should do. However, they analyze the details to death and this “paralysis by analysis” causes them to hesitate and second-guess themselves. Many people hesitate to pick up the telephone and call a prospect who appears to be sitting on the fence because they don’t know exactly what to say. They may resist cold calling because they fear the rejection. They may not change their approach because it feels uncomfortable.
These are natural responses. However, these concerns prevent them from achieving their full potential. The key is to take action.
Analyzing a situation to death and thinking about every possible outcome will only prevent you from moving forward. Every delay you take gives your competitor the opportunity to take business from you.
Let’s face it. No one is perfect. No sales conversation is going to go exactly as you expect regardless of how much you spend planning it. Perfection is something you can strive for but you cannot expect to achieve it. The most successful people in sales plan their approach and their strategy. But the one thing that separates them from the pack is their willingness to take action.
Write down what actions you need to take to improve your sales. Then, follow the advice of Nike, and just do it.
Kelley Robertson helps sales professionals reach their sales quotas and targets in any economy. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or at [email protected]
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