Low show-up rates are one of the most common points of failure in sales and team building. Most leaders view a missed call or a skipped meeting as a technical error in their calendar system, but it is actually a psychological failure.
To improve these rates, you must stop selling your entire business process and start selling the immediate next step.
In this Diamond Life Mentor Uncut episode, Balazs W Kardos is back with another Accelerator call to talk about sales psychology that works.
You will hear powerful insights and motivation around:
- Improving call show-ups psychologically
- Focusing on the funnel sequence vs whole business process
- Addressing people’s fears and excuses
- Staying authentic to the audience
Balazs recommends shifting your sales posture. You have to let prospects and team members know that you do not accept people wasting your time. One of the most powerful psychological tools for ensuring attendance is the identity-based commitment. You’re not being rude for doing that because you’re establishing the standard of the relationship.
Lastly, being authentic and direct is a sign of respect. Many people are afraid of being firm because they want to be liked. However, being kind, respectful, and direct is more effective than being vague. If you are afraid of telling people how it is, you are essentially allowing them to fail.
“This all depends on your community, right? You have different platforms, methodologies, and they have values. So if you’re being taught to do something right after they booked the call, then my suggestion is to follow through. Follow the training.” – Balazs W Kardos
Do not miss this episode to stop being “nice” and start being effective by doing sales psychology the smart way.
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