Wrong Mindset. Poor Results. Is There a Link?

Last week I was consulting a client who uses free seminars as a prospecting tool. They really do give a lot of information at the program–so even if no sale is made, goodwill is created. But they were having trouble getting people there. They were cold calling–mailing-emailing. With not much to show for it. So they did what every company does–create a brainstorming session to devise new techniques.

Sales Tactics. The Wrong Discussion. 

As I sat in the room listening to their ideas on mailing vs. calling first v. emailing, I thought to myself (and actually said it), “You’re working on the wrong thing!” (Sometimes you just have the be the ‘bringer’ of bad news.)

The right thing to work on is “what is my thinking?” Their thinking was all wrapped around: how do I get someone in to the free seminar?

Their thinking should have been: how can I bring value to this person by him attending?

The Key To Great Sales Results Is Great INTENT.

I see this a lot in sales orgs—their “intent” is out of whack. Think about how their new intent (of helping the prospect get value) will color their words, their tonality, the discussion etc., It will radically change their interaction with their customer. The customer will no longer feel sold to–and their will be less resistance.

As they all realized what they had missed, heads started nodding. They didn’t like my exposing this fallacy in thought–but they can now to their prospecting with their head on straight.

Are Your Filling Your Sales Pipeline With The Right Mindset?

Maybe. Maybe not. But before you make another cold call (or prospecting call), make sure your attitude is in the right place. And the best method for that is checking out “your intent.” Is it about YOU? Or is it about THEM? You know the answer.