Failure at Prospecting Part 2 – Fear of Rejection and Procrastination

Welcome to part two of series on why sales people fail at prospecting.  Just to rehash, last week we discussed the importance of setting forth with a well-thought out and organized methodology and how to battle some of the aspects of call reluctance.  This week we will be covering the fear of rejection and procrastination as two more ways in which salespeople fail at prospecting.

Fear of Rejection

Within the sales profession there is a mindset that is required to know that your product or service that you represent may not be a good fit for all potential clients.  Often times, this realization results in a fear of rejection which can be crippling toward your business.  In order to combat this fear, a sales person must do their due diligence in researching potential prospects by building a portfolio of possible client candidates.  The lack of confidence, and therefore the fear of rejection, stems from not being prepared.  When you have created your game plan, and have a portfolio of potentials then is the time to pick up the phone and start calling.  You have to create your own opportunities by doing your homework and knowing what to say so that you don’t end up wasting either of your time.  Not every phone call, email, or business meeting will result in further business but I guarantee that if you do your due diligence and homework beforehand you will end up with a lot more business than if you decide to just “wing it.”  As I’ve discussed before, a no is not always a bad thing (see HERE), and that rejection is an emotional state of mind that really doesn’t exist.

Procrastination

            The dictionary simply refers to procrastination as a “delay” in doing something.  The explanation is simple; the reality is vivid for many sales professionals.  How often have you heard:

·         Been meaning to get to that….

·         It was right on top of my list of things to do….

·         Been meaning to get back with you on that….

·         Been putting out fires, I promise to get back with you next week…

All of these are excuses made by people procrastinating. Now I’m not saying that procrastination will never by eliminated, but it certainly can be minimized by prioritizing your ‘to do list.’  It’s amazing what a little strategic planning and some clear deadline can do to keep us on track.  You know what you should be doing so get out there and do it!  As Benjamin Franklin wisely said, “You may delay, but time will not.”

            Next week we will continue on our series of why people fail at prospecting by discussing the failure to keep the funnel full and how the lack of prospecting awareness are two more crucial obstacles to overcome in being a successful sales person.