How Does Your Self-concept Influence Who You Call On?

The following article addresses some of the points that will be contained in an upcoming webinar called how to call the right person.

If you’re interested in seeing the video about the webinar click this link.

Self-concept is defined by Webster as: the set of beliefs or ideals one has about oneself.

Even though most sales trainers teach techniques and strategies of how to get to the right person inside the company parentheses see calling on the VIP and parentheses, I believe it has more to do with who you believe you deserve the call on which gets back to your self-concept.

 

“Above rings true for me after 20 years of sales training.

If you believe he represents X value but you go into a client trying to communicate 2xvalue you will fall short.

And part of the value you communicate has nothing to do with your product or service but has everything to do with who you are.

If you find yourself not getting to the right person, or all of the right people, inside your prospect company which I believe the flex 95% of sales people, the check out your self-concept.

The next time you feel squeamish about making a call at a higher level or are getting ready to go into visit with the president of the firm and it’s outside your comfort zone, make note of that.

Start to see a pattern, then understand what it is. It’s not a technique issue it’s an inner game issue.

Hope you can join us on the webinar where you can learn other attitudes and strategies to get to higher levels inside companies.

– Bill Caskey