Calling On High Status Prospects
By Brian Tracy
often have mental blocks when it comes to prospecting. Low self-esteem
and feelings of inferiority leading to the fear of rejection make some
salespeople tense and uneasy about calling on prospects that they feel
are “better” than they are socially or economically.
These salespeople will not call on senior executives or
professional people because they don’t feel “good enough.”
salesman was telling me recently about several people he had gone to
school with who were now senior executives in major corporations.
He was proud of his friendships with these people, which he had
maintained over the years. I
then asked him how many of them were customers of his.
As you can imagine, the answer was none. His particular type of
fear was holding him back from approaching them even though he knew
they were buying large quantities of the service he sold from other
salespeople are afraid to sell to their friends and associates for
fear that they will disapprove of him or be critical of his career
salespeople are ashamed of being in sales in the first place, and as a
result they are afraid to call on almost anyone they know to offer
their products or services.
common type of fear is that associated with approaching strangers,
people that you don't
know and who you have never spoken to in the past.
This generalized fear of rejection is the greatest destroyer of
all of promising sales careers. It
is the fear that a person will say something like, “No, I’m not
Some of your
very best customers will be people who respond negatively to your
first approach. This is to
be expected. The average
person in America
is bombarded by hundreds of commercial messages every single day.
The television, radio, newspapers, magazines, mail and
telephone are filled with solicitations for products and services.
Their initial reactions, because of message overload, will
almost invariably be discouraging.
They are busy, if not overwhelmed with their activities and the
demands on their time. Your
job is to be calm, patient and persistent, and to realize that nothing
that a prospect says to you can affect you in any way, because it's
Now, here are
two things you can do immediately to put these ideas into action.
First, prepare thoroughly for every call. Do your homework. This will
give you greater confidence when calling on large or important
prospects. Second, remember that no one is better than you are. They
just have different titles and positions. Be proud of yourself and
what you sell. Then, go out and call on everyone you can think of.
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