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Tips & Tools for Succe$$

Complacency and Fear are Productivity Busters?

Prospecting is the engine that propels anyone in sales. Without consistently
initiating contact with prospective customers to talk too, your sales will
plummet and everybody loses. Studies confirm that 80% of all salespeople
fail in their first year because of the fears associated with prospecting.
40% of veteran producers with more than five years -- experience severe
sales slumps due to fears associated with prospecting.

Fears are productivity busters that drain our energies and makes sales
prospecting emotionally difficult. Fears most commonly recognized in the
sales world are fear of rejection, fear of loss, fear using the telephone,
fear of not be prepared, group selling and a host of others. All of which
jeopardize existing relationships with customers and stand in the way of
acquiring new customers -- resulting in loss revenue for companies and loss
income for salespeople.

Eliminating those fears is something that is easy to overcome. But sales
managers and trainers who tell sales rockies and seasoned professionals to
do the things you fear most and it will go away -- haven't a clue of what
harm is being done. The person who in motivated, has sales goals and is
reluctant to cold calls, self-promotion, selling to groups or any other
forms of call reluctant is legitimately fearful. Forcing that person to make
cold calls on the telephone is only imbedding the fear deeper. It is like
pounding a nail into a person's leg and at the same time telling them to
think positive and it wont hurt.

Fears are feeling establish when we allow ourselves to, mindlessly, recite
self-limiting thoughts. To overcome distressful gut wrenching feelings we
must replace fear producing self-talk with non-fear-producing statements.

Sales, is a stressful business causing negative mind chatter in a person to
conjure up all kinds of unpleasant thoughts. When prospecting, it is not at
all uncommon for the salesperson to check out momentarily by going into a
state of self-hypnosis reciting counterproductive, contorted and
self-defeating talk. When that occurs, you need to replace it with
self-enhancing self-talk, which will result in constructive emotional
responses.

When complacency and stress sets in -- beware. Check what is going on with
your self-talk. It just may be that you are slowly being contaminated. When
you are having feelings of distress and despair over any form of
prospecting,
listen carefully to yourself. Are you hearing highly charge and emotional
words like -- couldn't, terrible, awful, can't, hate -- that automatically
invoke self-talk statements that are inhibiting your career.

Here is a simplified but useful way of reversing self-diminishing self-talk:
1. Close you eyes and take three deep breaths.
2. While you are exhaling, slow your self-talk down to the point that you
are reciting, your words, in slow motion. Listen for your self-defeating
talk.
3. Disconnect your self-defeating talk with goal-supporting non-fear
producing statements.
4. Continue the reinforcement by visualizing a positive outcome along with
your non-fear producing statements.
Your focus in this simplified exercise in to realign your emotional energy.
Fear takes on many different forms and drains us of energy, while robbing us
of many valuable hours we could be using more productively for prospecting
and growing our business

HUMOR CORNER

Why did the Chicken cross the road? Submitted by: Libby Aubrey

1. THE BIBLE: And God came down from the heavens, and He said unto the
chicken, "Thou shalt cross the road." And the chicken crossed the road, and
there was much rejoicing.

2. COLONEL SANDERS: I missed one?

3. L.A. POLICE DEPARTMENT: Give us five minutes with the chicken and we'll
find out.

4.RICHARD M. NIXON: The chicken did not cross the road. I repeat, the
chicken did not cross the road. I don't know any chickens. I have never
known any chickens.

5. DR. SEUSS: Did the chicken cross the road? Did he cross it with a toad?
Yes!
The chicken crossed the road, but why it crossed, I've not been told!

6. MARTIN LUTHER KING, JR.: I envision a world where all chickens will be
free to cross roads without having their motives called into question.

7. GRANDPA: In my day, we didn't ask why the chicken crossed the road. If
someone told us that the chicken crossed the road that was good enough for
us.

8. SADDAM HUSSAIN: This was an unprovoked act of rebellion and we were quite
justified in dropping 50 tons of nerve gas on it.

9. FREUD: The fact that you are at all concerned that the chicken crossed
the road reveals your underlying sexual insecurity.

10. BILL GATES: I have just released Chicken 98, which will not only cross
roads, but will lay eggs, file your important documents, and balance your
check book, and Explorer is an inextricable part of the operating system.

11. EINSTEIN: Did the chicken really cross the road or did the road move
beneath the chicken?

12. BILL CLINTON: I DID NOT cross the road with THAT chicken.

Don L. Price
International Speaker, Author, Marketing & Human Change Strategist
Don L. Price & Associates/Price Publishing Group
Seminars, Keynotes, Retreats, Consulting, Business Development
Marketing Communications, Personal Marketing, Sales,
Human Change Strategies
www.donpricepersmarketing.com
donprice@donpricepersmarketing.com