The brain is a funny thing in that it;
Keeps us away from the things that make us uncomfortable;
You know, like prospecting during a pandemic.
So it redirects your focus over to other things like;
Updating your CRM, completing those TPS Reports, and other administrative tasks.
It tells you that you should be spending time with your existing clients instead of pursuing new ones.
And it gives you an endless supply of rationale as to why you SHOULDN’T be prospecting at a time like this.
In yesterdays’s post, I asked the question;
“Who’s holding you accountable? Not just for the results, not just for the ‘numbers’, but for all the action items you need to do to get to the numbers?”
Some tell me it’s their manager, but when I dig a little deeper, it usually turns out to be accountability for the numbers, the end result, and NOT the action items needed to get there!
Others have complete clarity in the reality that No One Is Holding Them Accountable, but;
I believe there’s a wrong answer to this question;
“I don’t need anyone to hold me accountable because I hold myself accountable!“
On the surface, this seems like an awesome answer, and it’s a wonderful “sound bite”, but;
You’re delusional if you think that YOU are the only one that should hold you accountable!
I think it’s important that we are driven from within and that we hold ourselves accountable more than anyone ever could, but;
Who’s going to be there to cry bullsh*t when you’re procrastinating and making ridiculous excuses? You? Do you really have that ability to do that or are you of the human variety that would give them self a pass?
When it comes to dealing with unpleasant things that you need to do to be successful in sales, are you going to push yourself to take the action, or are you going to give yourself a pass?
When you DON’T do the things you need to be doing, are you REALLY going to ask yourself “What happened last week? You said you were going to do A, B, and C and you only did A?”
Of course you won’t!
In fact, many of you have tapped out right now because you’re scared, and there’s nobody there to give you a gentle nudge!
I want to be crystal clear about something;
You MUST hold yourself accountable but;
What’s your Plan B for when you give yourself a pass during these crazy times?
My guess is you don’t have a plan.
Meanwhile, and let’s be honest;
YOU FEEL LIKE SH*T FOR GIVING UP!
And little by little, you go off course.
The problem with “little by little” is that it usually doesn’t show up on the radar screen and yet;
In no time at all we can find our self totally off course!
Perhaps you and one of your teammates can become accountability partners?
How about a friend in sales?
Another sales rep from your LinkedIn network?
WOULD YOU LIKE ME TO SET YOU UP WITH AN “ACCOUNTABILITY PARTNER”?
I decided to add this important “extra” into our upcoming How To Prospect In The Weeks Ahead program.
I’m going to pair you up with someone else taking the program and I’m even going to give you ideas on HOW you can help each other!
I’m even going to randomly pick 10 participants and will become their accountability partner (something I’ve only offered to my coaching clients).
Here are the details;
Session I: 7 Approaches To Prospecting That Are Incredibly Relevant Right Now.
Where the “money” is right now and one counterintuitive approach 99% of your competitors haven’t thought of.
A thought process that smart companies utilized during the last recession that changed their results dramatically.
A philosophy American Express pioneered that could work wonders for you right now!
How to REALLY get on your prospect’s radar screen WITHOUT being gimmicky or insensitive.
Session II: Retooling Your Cold Calls.
3 phone scripts designed for prospecting during the pandemic. And yes, I’ll send you the templates.
3 voicemail scripts that are relevant to what your prospect’s are concerned with, right NOW. What? You’d like the templates? Done!
How to respond to a new wave of phone objections and stalls without being insensitive about it! And just for heck of it, we’ll have a little chat about what to say when someone gives you hell for prospecting “at a time like this”.
How to create “mental body armor” and avoid burnout!
Session III: How To Utilize Emails and LinkedIn In A Way That Adds Value.
Why emails crash and burn during times like these and what you can do IMMEDIATELY, to change that.
10 emails that have been created to help you communicate more effectively during Covid-19. Will I send you the templates? Hell to the YES!
A PDF With 10 Subject Lines
The hidden LinkedIn tactic that will make you a star with your network, NOW more than ever!
What you should do INSTEAD of putting endless hours into posting content.
10 LinkedIn templates that will help you stand out with your network.
Session IV: Creating A Prospecting Cadence That’s Helpful, Caring, and Incredibly Effective!
The 5 components of your cadence that MUST be adjusted during Covid-19
3, count ’em, 3, pre-made prospecting cadences, complete with templates, scripts, etc.
A tactic that creates anticipation for your next call, email, etc.
When?
Our virtual class is in session starting April 14th from 11:30 am – 12:30 pm EST and we’ll meet each Tuesday until our final session on May 5th.
“What happens if I can’t make a session?”
Then you’re screwed and there’s nothing I can do for you! Just kidding, I got you covered! I record each session and will send the recording out later that day. Go at your own pace, I don’t want this to be a hassle for you!
What’s Included?
(4) 60-75 Minute “Live” Training Sessions
Recording From Each Session (Sent Later That Day)
(3) Phone Scripts
(3) Voicemail Scripts
(10) Email Templates
Bonus PDF With 10 Attention Getting Subject Lines
(10) LinkedIn Templates
(3) Complete Prospecting Cadences With Scripts and Templates
Personalized Feedback After Each Session When You Hand In Your Homework Assignment. Yep, your seventh grade math teacher is back baby and he’s pissed!
Email Access To Paul Castain To Answer Any Course Related Questions
How Much?
$299
Click HERE to secure your spot in this program!
