is to develop a list of tasks for each business day. At the end of the day, write next to the task you didn’t complete (but meant to): 1. The negative thoughts you’ve had about this task during the day.
2. The worries or anxieties you may have experienced that are related to the task.
For example, next to a task such as “Call Kaiser Enterprise today” you may write: “Didn’t call; I don’t think they will be able to afford our high price; I am afraid they will say ‘no.’” The writing process will expose your
source of discomfort (fear of rejection) and the real reasons for procrastinat- ing. No time management technique in the world will get you to call Kaiser tomorrow. But the second step of this anti-procrastination exercise – reap- praising those negative (and unreal- istic) thoughts you wrote down, will help you eliminate those fears: • “I don’t think they will be able to afford our high price.” – “That’s unrealistic! How do I know what they think? I need to stop mind reading!”
• “I am afraid they will say ‘no!’” – “So what! That doesn’t mean it’s the end of the world. I’ll get a chance to find out why and I’ll cre- ate an opportunity to learn more about their true needs.”
SELLING TIP Use Empathy and Repetition to Close the Sale
When a salesperson challenges a customer’s stalling response, he or she may be perceived as pressuring the customer.
Challenging a customer only puts the salesperson into an attack-defend position where no one – cer- tainly not the salesperson – can win. Many salespeople fail to realize that a stall only represents the cus- tomer’s fear, uncertainty, or doubt. Before moving ahead with the sale, you must address those issues. When your prospect says, “I want to think about it,” do this. Instead of pushing for a decision, tell your- self, “This is the customer’s fearful mind putting up its last defense.” Acknowledge these fears by saying, “I see,” or, “Do you mind if I ask what you’re considering at this time?” Rather than pushing, remember that your intent is to serve the customer’s needs. Step back from your need to close the sale, and concentrate on what your customer may be feeling or thinking about. Your helpful persistence will be perceived as service rather than as pressure.
– LEE A. EGHERMAN
‘‘
Success seems to be largely a matter of hanging on after others have let go. WILLIAM FEATHER
VIDEO: CHAD BURMEISTER REVEALS THE SALES ACCELERATION SECRET BEHIND SCALEX
Once you’ve exposed your irrational thoughts, you’ve eliminated your “reasons” for procrastinating. Procrastination is a painful road to travel. It hurts a little less than failing, but it hurts all the time. It interferes with your life and affects your performance. What’s worse, it doesn’t protect you from failing. The
little procrastination barriers you build inside become giant roadblocks in the pursuit of your goals.
Change your self-concept today. Change it from, “Procrastinators put off learning how to overcome procrastination forever,” to, “It’s easy for me to use the anti-procrastination exercise every day.”
SELLING POWER MAY 2018 | 31 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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