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Why People Procrastinate. |
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Friday, 01 February 2008 |
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People are usually not afraid of making decisions…
They are afraid of making the wrong decisions. They would rather take the easy way out and DO NOTHING.
Procrastination is mainly the result of INSECURITY-------Which means a lack of confidence OR Being in a state of ZERO confidence. So rather than make a decision which may possibly turn out to be wrong, customers sit idle and do nothing.
How is the statement relevant in the minds of your customers???
How do we as salespeople overcome this Procrastination???
Re-word this to a better question;
How do I build confidence for a prospect??? Enthusiasm makes sales! Why??? Is Enthusiasm as contagious as a lack of Enthusiasm?????
Enthusiasm gives our prospects OUR confidence. This is the confidence which they need , but do NOT have. Prospects will jump on board with us due to our confidence. Our level of conviction down the phone to anybody is the temperature gauge as to how big our benefit to them actually is…..
CONVICTION CONVINCES
In closing remember that the complete opposite of confidence is……
HESITATION.
Hesitation is why people procrastinate. It is up to us to make them confident.
Talk in terms of clear benefits to the prospect. Always talk in terms of benefits to the prospect with confidence. You WILL achieve these benefits even though they may be hesitant.
Don't take our word for it, try this on your prospects today, and we at Direct Sales Institute strongly believe, without a doubt, that we have just added to your personal bottom line.
Make an enquiry now to learn more about the content of our Sales Training Courses in Melbourne. |
