Fear is disabling.  It’s easy to become busy with work, and then to wonder why the sales are slow.  Could it be that fear has refocused you on busy work rather than on reaching the goal?  Moving up to meet decision makers, presenting new ideas, and reaching out to new prospects, all lead to one of two things, either new relationships or rejection.  It’s always easier to call on those you are used to calling on, even if they have no money, and easier to keep meeting with those who cannot make a decision or create new budget than it is to reach out to new people, higher up the ladder.  Rejection is hard, and most of our sales successes from the past required us to go through many rejections before winning the prize.

Don’t get caught in the trap of working without a plan pushes you toward new business.  Assume people along the way will reject your offers, look down on your ideas, and shop your prices.  It takes many new prospects to lead to one new client, but then, if it were easy, everyone would be doing it and you might not have a job.  Start this last quarter with some goals; goals to establish new relationships, broaden your contacts within your existing accounts, and a strong focus on moving up in the organizations you serve.

© 2011, David Stelzl