Many salespeople do not plan their time in advance nor do they approach prospecting with an organized game plan.\u00a0 Prospecting is either, omitted, postponed, or not given enough time and energy to generate sufficient qualified exposure.<\/p>\n
2.\u00a0 Fear of Failure (FOF)<\/strong><\/strong>\u00a0<\/b><\/p>\n This is a psychological phenomenon that manifests itself in some salespeople.\u00a0 They are afraid to work because they are afraid that they may fail.\u00a0 And, of course, not working causes them to fail thereby epitomizing the self-fulfilling prophecy.<\/p>\n <\/p>\n 3.\u00a0 Fear of Success<\/strong><\/strong>\u00a0<\/b><\/p>\n This is a first cousin of fear of failure.\u00a0 The salesperson literally fears succeeding in his\/her profession.\u00a0 Many times it is because they are afraid that if they succeed they will have to maintain their success or be seen as failures.\u00a0 Because of this fear of success they never achieve it.<\/p>\n 4.\u00a0 Taking Rejection Personally<\/strong><\/strong>\u00a0<\/b><\/p>\n Taking rejection personally is a big cause of failure or mediocre results in prospecting, and the one that plagues many people in the early days of their selling career.\u00a0 This dissatisfaction is especially prevalent among salespeople who prospect on the telephone.\u00a0 They take every no as a personal <\/em>instead of a professional rejection.<\/p>\n 5.\u00a0 No sense of Urgency<\/strong><\/strong><\/b><\/p>\n Elite sales professionals have a constant need to prove themselves.\u00a0 Less successful salespeople do not exhibit a sense of urgency to get something done today!\u00a0 It is probably not possible to teach someone to have a sense of urgency; but it is believed that more salespeople could upgrade their performance in this area by making a conscious effort to improve.<\/p>\n 1.\u00a0 Poor Organization\u00a0 Many salespeople do not plan their time in advance nor do they approach prospecting with an organized game plan.\u00a0 Prospecting is either, omitted, postponed, or not given enough time and energy to generate sufficient qualified exposure. 2.\u00a0 … Continue reading ![\"iStock_000010120624Small\"](\"https:\/\/www.melissawhitakerintl.com\/blog\/wp-content\/uploads\/2014\/09\/iStock_000010120624Small.jpg\")
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