Our experiences are not carved in stone
Whatever sales you think are feasible, do not depend on the sales you've made over the past few years. It is a very normal thinking mechanism: people learn from the past for the present and the future.
This is also useful. Just thanks to this effect you can plan rationally at all. And yes, it is reasonable to assume that you will achieve similar results under similar conditions and with the same methods as before. But who says you can not change your methods? Or that the framework conditions are chiselled in granite?
Where did the faiths come from?
But where do these beliefs come from? Usually from your superiors or your more experienced colleagues. Typically, you will hear phrases like:
- "In the case of doctors with their own practice, you do not even have to call in the morning, because they are busy with their office hours and can not be reached."
- "Cold-calling does not work in our industry."
- "The purchasing manager in this company always talks for half an hour and hardly buys anything. With the best you have only mail contact. "
- "Since they have given you for the beginning but a weak area. Make sure you get another state as soon as possible. Otherwise I do not know what will become of your numbers. "
Well-intentioned tips that limit thinking
And so on. Behavior of customers, the chances of success of sales techniques, the potential of the territories, the potential sales - for all there are already experiences that pass the old hands to you. And that you accept thankfully. - With the best intentions.
But these well-meaning tips can quickly limit your thinking. Namely, if you do not see them as experiences, but as truths. They are beliefs that unconsciously take over young salespeople. And they provide for a perceptual filter:
From the perception filter to the self-fulfilling prophecy
Whoever thinks that Kaltakquise does not bring anything, only the unsuccessful calls registered. And after the first unsuccessful attempt, he gave up again. In this way the prejudice becomes a self-fulfilling prophecy:
Whoever believes that he can not create something does not even try it seriously. Anyone who thinks that a customer is a C customer devotes less attention to it and thus also has the chance to reach higher degrees with this customer.
Get rid of prejudices
But those who believe that something is possible can achieve tremendous success. And can expose alleged "empirical values" as myths. So: Get rid of the thermostat in your head. Only if you have done that, you can start.
This idea may be frightening at the beginning. The thermostat not only prevents you from lifting, but also protects you from the crash. He who does not dare not win - but he does not lose either.
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