Fear Is Irrelevant

fearLeaders often complain that they cannot get their salespeople to perform winning actions – those necessary for sales success.

CALL RELUCTANCE is a term often used to describe the reasons for this unwillingness. It is a general term: Call Reluctance falls into several different categories, but all boil down to a salesperson’s unwillingness to perform actions that are necessary to sales success. These actions range from closing to prospecting for new business.

The underlying reason for Call Reluctance is fear of rejection. I think that this generic term, “Fear of Rejection”, if used often enough by leaders, can be seen as incurable, a fact of life.

FEAR OF REJECTION IS NOT A FACT OF LIFE!

Good leaders must root it out and stamp on it. Eliminate it for good.

Fear is irrelevant. If a salesperson has it, the salesperson must deal with it, overcome it, and then do the actions necessary for success… or leave. There can be no other options.

Courage has been described as not an absence of fear, but acting in spite of fear. People who perform courageous acts could be scared to death, yet they act anyway.

You are not asking your salespeople to enter burning buildings to save lives, defuse bombs, attack heavily armed enemies; all you are asking them to do is to seek new business, or to close sales when the time comes. This is what you pay salespeople to do.

Fear is irrelevant: salespeople must do the job or they should not remain on the team. “Do what you fear and the death of fear is certain”, the saying goes. Speaking as somebody who was not fond of prospecting, I found that the more I did, the easier it became.

Action removed the fear.

Salespeople who will not perform the necessary actions lack courage. Fair enough. Now what are they doing about it? Doing the actions, or giving in to fear?

  • Do what you fear and the death of fear is certain.
  • Don’t do what you fear and the death of your career is certain.

Leaders, how long will you allow a salesperson to shirk duties that are essential to his or her success?

There comes a time when reasons why the actions are not being performed is irrelevant. Do the actions or leave. These are the only two options strong leaders give their team members.

Recent Articles

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us