The Huge Cost of Hesitation

Hands Up

  •  Are you motivated to succeed in your career or business?
  •  Do you have enough experience and training to be successful in your career or business?
  •  Do you have the talent and skills to do well in your career or business?
  •  Are you earning what you're worth?

Sound familiar?

   •  Hate cold calling
   •  Don't feel confident to call or speak to people about your business – ‘what if they reject me?’
   •  Spent all this money on brochures and a website shouldn't marketing be enough?
   •  Know you should sell but are too busy
   •  Selling is too pushy - you couldn't do that!
   •  You hate talking about the money
   •  Always seem to be discounting prices
   •  Seem to be making more excuses than sales
   •  Do coffee a lot but don't make many sales
   •  Avoid the telephone & prefer meeting in person
   •  No new customers coming in to the business
   •  Saying 'YES' when you should have said 'NO'
   •  Not standing up for the value of your business
   •  Discounting your products too much
   •  'Overservicing' - at a cost to you or your business
   •  Not setting boundaries
   •  Letting others take advantage of you at your expense
   •  Not asking for referrals
   •  Not speaking up when you should
   •  Taking on too much & failing to deliver anything

Does this sound like you?  You might be the best at what you do but if no one knows about you then how can you earn what you’re worth?

In today’s’ market Good work no longer speaks for itself.  

The rules have changed...

Research into Hesitation

The hesitation to initiate first contact with prospective buyers on a consistent daily basis is responsible for the failure of more competent, motivated, capable sales people than any other single factor.  Nothing else even comes close.  Worldwide Research revealed there are NO tricks or secrets to sales success... The only significant predictor of success in sales is: The Number of Contacts initiated with Prospective Buyers on a Consistent Basis

Research indicates that a Hesitant Salesperson can cost your company 15 new units of business per month!

What’s your hesitation costing you?

 
Financial Cost of Hesitation

   •  No new sales revenue coming in
   •  Existing customer business drying up
   •  Losing customers to competitors
   •  Poor margins due to unnecessary discounting
   •  Not getting the business you should gave got
   •  Excessive complaints or returns due to over promising & under delivering
   •  Lost income
   •  Poor brand image
   •  Impaired recruitment

Emotional Cost of Hesitation

   •  Excessive worrying & anxiety about poor sales revenue results
   •  Doubt about doing this type of work
   •  Lack of sleep & exhaustion
   •  Self doubt about one's ability to do anything

People who are NOT hesitant to prospect or make contact with customers are 5 times more productive than their hesitant colleagues.

Good NEWS

The GOOD news is that hesitant behaviours and feelings you may experience are entirely learned and can by UNLEARNED to help you self promote and make contact.  This hesitation is not due to a lack of:

•  Knowledge
•  Skill
•  Ability
•  Talent

Don’t miss sales opportunities

Put simply, lack of activity.  Little or no prospecting for new business in new and/or existing accounts.
•  Where have you missed sales opportunities?
•  Why have you missed sales opportunities?

Don’t lose sales opportunities

Lack of capacity to convert sales activities into sales revenue.  i.e. Poor selling skills
•  Where have you lost sales opportunities?
•  Why have you lost sales opportunities?

Begin the Journey

      - Become AWARE of your issues
      - ANALYSE where there is a problem(s)
      - ADMIT you need to take RESPONSIBILITY
      - Make a plan of new ACTIVITIES
      - SEEK the right help
      - Take ACTION and make changes

About Sue Barrett and BARRETT